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35 posts categorized "Current Affairs"

Q&A with Evan Lamolinara: Selling in a Time of Crisis

By Evan Lamolinara | 04/09/2020 | 11:21 AM | Categories: Current Affairs

B2B sales reps and marketers have had to make a variety of adjustments. The pandemic has put ‘business as usual’ on hold, sending many people home to work. This ‘New Normal’ is causing sales and marketing to figure out new ways to uncover potential sales opportunities. We asked Evan Lamolinara, President of SalesLeads to give us some insights into selling in a time of crisis.

 

Q: Sales has quotas, and marketing has KPIs. How can you keep from falling too far behind?

A: First, be patient. Not all channels are producing new opportunities right now. It is discouraging, but take a step back and consider if you’ve exhausted all your sources for sales lead generation. Have you considered:

*  Networking on LinkedIn. 82% of Prospective buyers search LinkedIn and 59% of businesses generate sales leads. If you don’t have a presence, now’s the time to make one.

*  Networking with an Association. Check with your best customers (or even their website) what associations are they members of. Take a look at their website. Look at their events & members. Could this be a good use of your time? If so, join. Right now, many associations have gone to virtual events…where you still can interact online. Then when you meet them in person, the relationship can result in a sale or referrals.

*  A Project Report. The Project Report is a planned project within your key industry that has a need for your product or service. Each Project Report gives a description and timing such as, “Company is planning to invest $15 million in capital equipment in their facility in State. They have approvals, and planned completion is Date.” Each Project Report comes with valuable information including contact names, titles, phone and email addresses.

These are great ways to build long-term relationships and that can help you obtain new key accounts that can provide ongoing business opportunities.

 

Q: Is it possible for business development, sales or marketing to nurture sales leads?

A: Absolutely. Your message is going to be the same if you are face-to-face or using Zoom or Skype. This is an opportunity to create a one-on-one relationship. We’re all in similar situations so ask how their business is responding to the pandemic. How are they managing either working from home or in the office? Most business are doing their best at maintain a sense of normalcy. So work with them as if that is still the case.

If you’re calling from a Project Report, your conversation starter is there for you. “I learned that your company is planning for equipment upgrades at your facility in (location). I understand it to be involving (insert product/service here). Can you tell me more about it?” Be sure to use open ended questions to gain the most insights.

 

Q: If I contact the names on the Project Reports for the first time, is there any advise you can give to ensure a successful conversation…especially remote?

A: Come to the call prepared. You need to ask yourself if you have an agenda. Did you communicate the agenda to the contact? Are you clear on what you want to talk about and which product or services you want to discuss? What is the next step after the call? Remember, we don’t know how long the stay-at-home will last. Automatically assume it’ll be over the phone. Be ready for the next step and communicate it to the Project Report contact(s).

 

Q: You’re stating ways to start new sales cycles that can go down into the funnel. Is it possible to actually start working on new sales opportunities…even now?

A: Yes. Businesses are gearing up for Q3, Q4 sales. Now’s the time to build the pipeline.

The contacts in the Project Report continue to work, even if it is from home. The contacts may be more open to hearing about your solution since they possibly have more time. Keep vigilant on equipment upgrades or facility or plant improvements.  These projects are going to get done.

Try It Free

 

Soft Selling vs Hard Selling in the Material Handling Industry: What's the Difference?

By Evan Lamolinara | 03/05/2020 | 11:33 AM | Categories: Current Affairs

In the material handling industry, sales tactics can be classified as either soft or hard, depending on what they encompass. Seasoned sales reps often use both Hardsoftsell
types of tactics to engage with prospects, it all depends on what the situation warrants. Soft selling is a more personal approach or subtle persuasion, whereas hard selling is a more direct approach. Unless you're familiar with these two main categories of sales tactics, though, you might be wondering how they differ. Below, you'll learn more about the nuances between soft selling and hard selling in the supply chain and logistics industry.

What Is Hard Selling?

Hard selling is a catch-all term that refers to the direct sales tactics in which a sales rep -- or any other worker with the authority to sell products or services on behalf of their company – directly asks a buyer to make a purchase. With hard selling, you are using more insistent language to get the prospect to do something, like purchase your company’s product or service. It's a straightforward approach that, when performed correctly and respectfully, can quickly engage the prospect to take action on the spot.

What Is Soft Selling?

Soft selling, on the other hand, refers to the tactic of subtle persuasion that place sales on the back burner and, instead, focus on building and nurturing relationships with the prospect. Like with hard selling, the primary goal of soft selling is to generate a sale. Soft selling, however, prioritizes building relationships with buyers. You still want to generate a sale when using soft selling tactics, but you use other soft closing techniques like the summary close, to reach the sale.

Benefits of Hard Selling

The primary benefit of hard selling is that offers immediate or near-immediate results. It takes time to nurture buyers with soft selling. You may spend days, weeks or even months describing the benefits of your material handling company's product or service and why the buyer should purchase it. With hard selling, however, you can get straight to the point, which may result in a shorter sales cycle.

Supply chain and logistics buyers often respond well to hard selling because they have little or no free time to talk with sales reps. As you may know, buyers in the material handling industry consist of decision-makers, including CEOs, plant managers and other upper-level executives. As a result, they are usually busy running their own business, so engaging them directly with hard selling allows you to quickly convey your sales message.

You can use a variety of channels to perform hard selling. You can directly pitch your material handling company's products or services to buyers by phone, email, text message, social media, direct mail and even in person.

Benefits of Soft Selling

There are still reasons to use soft selling, one of which is a better chance of overcoming sales objections. Not every buyer whom you contact will agree to make a purchase. For every 50 buyers whom you contact with a sales offer, you may generate just two to 10 sales. Maybe a buyer isn't ready to make a purchase yet, or perhaps he or she believes the price is too high. Regardless, soft selling allows you to overcome sales objections such as these, essentially capturing a sale that would have otherwise been lost.

You'll also have the ability to dig deeper into the unique needs of buyers with soft selling. If you rely strictly on hard selling tactics, you won't be able to ask buyers many informative questions. Instead, you'll spend most of your time pitching your material handling company's products or services, which may or may not result in a sale. For a more effective sales strategy, use soft selling tactics to gain a better understanding of buyers' needs.

Of course, soft selling also supports a variety of channels -- just like hard selling. In fact, soft selling actually supports more channels since it uses an indirect approach to generate sales. Publishing content on your material handling company's website, for instance, can be considered soft selling. If the content offers value to buyers, it may improve buyers' perception of your company's brand.

Use Both Techniques

To be the best you can be for your supply chain or logistics customer, it’s best to use both techniques. That’s because not all prospects are the same. Listen to the response of the prospect first when making the initial contact. This will help you to decide if a hard sell or a soft sell is the better approach.

Be sure to constantly pay attention. You may begin with a hard sell based on their feedback, but if you notice them ‘pulling back’, or changing course, they may realize they were being too harsh and would prefer a more-soft sell approach.

That’s our job as sales people. Know your situation and respond to what the customer wants and needs to build a long-lasting relationship that produce on-going sales.

Now that you’re ready, call a few Project Reports to get your pipeline even more active. These are companies that are growing: planned industrial construction, expansion, relocation, equipment modernization projects. You will have all the contact names, titles, phone numbers and email addresses. It’s everything you need, supplied by our researchers, to make a successful call and utilize the technique that fits the person. Good Selling!

Are You Asking Material Handling Prospects the Right Questions?

By Evan Lamolinara | 03/05/2020 | 11:23 AM | Categories: Current Affairs

QuestionsWhen communicating with material handling prospects, it's important to ask the right questions. If you ask unnecessary questions -- or if you don't ask any questions -- you won't be able to gain insight into their unique needs. As a result, you'll experience greater difficulty when selling your material handling company's products or services. So, what type of questions should you ask buyers?

What's the Biggest Challenge Facing Your Business?

All businesses have challenges. When contacting buyers, try to encourage them into disclosing their business's biggest challenge. Maybe the buyer's business is struggling to expand into a new market, or perhaps the buyer's business is suffering from outdated equipment. Regardless, by identifying the buyer's biggest challenge, you'll be able to offer a solution sold by your material handling company.

How Did You Hear About Us?

You should also ask buyers how they heard about or otherwise discovered your material handling company. Why is this important exactly? Well, some marketing and sales channels will drive more leads than others. By asking buyers how they discovered your B2B company, you'll be able to identify which channels are most effective. If the majority of buyers discovered your material handling company through its LinkedIn Company Page, for instance, you may want to increase your time and attention towards LinkedIn.

What's Your Budget?

Of course, you should also inquire about buyers' budges. It’s a question most sales people are uncomfortable to ask. The best time to ask that question is right after you find out about their biggest challenge or challenges. Find out if the company has put funds aside in order to purchase a product or service that begins to fix their problem.  

Some buyers are willing to spend more money than others. However, buyers in the material handling industry typically have strict budgets, so you'll need to ask how much money they are willing to spend before making your sales pitch.

What's Holding You Back?

If a buyer declines to take the next step when you initially pitch your material handling company's product or service, you should ask what's holding him or her back. Objections are common in the material handling industry, but if you're able to identify the reason a buyer declines your sales offer, you may able to find a solution and move the sales process forward.

When Will You Be Ready to Make a Purchase? Or What is the Timeline to Get the Problem Solved?

Don't forget to ask buyers when they will be ready to make a purchase. Some buyers have to run purchases through other upper-level executives, which can take time. Then, be sure to ask another question: “Do you have all the information you need, including the business case and financial case to gain the approvals?” By asking a buyer these two important questions, you'll have a better chance at generating a sale.

These are great questions to ask especially when you have Project Reports. That’s because opportunities have been identified at the company, and it’s your job to call and generate the interest for your product or service. If you are not familiar with Project Reports, SalesLeads’ researchers track new industrial projects across the country. These sales leads can be for new planned industrial construction, expansion, relocation and/or modernization equipment projects. If you haven’t seen what these are, then open a free account and take a look.

Distribution and Supply Chain News and Planned Industrial Project Reports - January 2020 Recap

By Evan Lamolinara | 02/14/2020 | 2:26 PM | Categories: Current Affairs

Supplyjan20Research by SalesLeads’ experienced industrial market research team, shows 140 new planned Distribution and Supply Chain industry project opportunities tracked during the month of January.

Planned industrial project activity within the sector decreased by 2% from the previous month.

The following are selected highlights on new Distribution Center and Warehouse construction news.

Distribution and Supply Chain - By Project Type

          Distribution/Fulfillment Centers - 48 New Projects

          Industrial Warehouse - 114 New Projects

Distribution and Supply Chain- By Project Scope/Activity

          New Construction - 63 New Projects

          Expansion - 32 New Projects

          Renovations/Equipment Upgrades - 40 New Projects

          Closing - 9 New Projects

Distribution and Supply Chain - By Project Location(Top 5 States)

          Texas - 17

          New York - 16

          Florida - 11

          California - 9

          Ohio - 8

Largest Planned Project

During the month of January, our research team identified 3 new Distribution facility construction projects with an estimated value of $100 million or more.

The largest project is owned by South Mill Champs, who is planning to invest $115 million for the expansion of their warehouse and processing facility in KENNETT SQUARE, PA by 900,000 sf. They have recently received approval for the project.

 

Top 10 Tracked Distribution and Supply Chain Project Opportunities

PENNSYLVANIA:

Food products mfr. has recently agreed to pre-lease a 1 million sf distribution center at 801 Centerville Rd. in CARLISLE, PA. They plan to consolidate operations from multiple warehouse sites regionally in Fall 2020.

ARIZONA:

Beverage company has recently agreed to lease a 916,000 sf production and warehouse facility at Reems Road in GLENDALE, AZ. They have recently started construction, and will occupy the space upon completion is slated for Fall 2020.

CONNECTICUT:

Home improvement retail chain has recently agreed to pre-lease a 421,000 sf distribution facility at 360 Ellington Road in SOUTH WINDSOR, CT. They expect to be operational upon completion in late 2020.

FLORIDA:

Discount retail store is planning for the construction of a 2 million sf distribution center on County Road 484 in OCALA, FL. They have recently received approval for the project. Construction will occur in phases.

GEORGIA:

Global online retailer is planning for the construction of a 1 million sf warehouse and distribution facility in NEWNAN, GA. They have recently received approval for the project.

ILLINOIS:

Global online retailer is planning to invest $60 million for the construction of a 150,000 sf distribution center in CHICAGO, IL. They are currently seeking approval for the project.

MISSOURI:

Logistics services and shipping products supplier is planning for the renovation and equipment upgrades on a recently leased 375,000 sf warehouse and distribution facility at 1001 Premier Pkwy. in ST. PETERS, MO.

NORTH CAROLINA:

Aircraft recycling company is expanding and planning to invest $100 million for the construction of a recycling center and paint shop in KINSTON, NC. They have recently received approval for the project.

NEW YORK:

Global online retailer is planning for the construction of a 1 million sf warehouse and distribution facility in MONTGOMERY, NY. They are currently seeking approval for the project.

TEXAS:

Furniture retailer is planning for the construction of a 443,000 sf showroom, warehouse, and distribution facility on River Plantation Dr. in CONROE, TX. They are currently seeking approval for the project.

Since 1959, SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America. Our professional research team identifies new construction, expansion, relocation, major renovation, equipment upgrades, and plant closing project opportunities so that our clients can focus sales and marketing resources on the target accounts that have an impending need for their products, services, and indirect materials.

Each month, our team provides hundreds of industrial reports within a variety of industries, including:

How to Increase B2B Sales by Targeting Operations Buyers

By Evan Lamolinara | 02/07/2020 | 6:08 AM | Categories: Current Affairs

Are you targeting operations buyers with your company's sales strategy? According to a recent study, approximately 21% of the average company's budget is consumed by operations buyers. Are you maximizing your sales efforts by selling your product or service to the right operations buyer?

The Operations Buyer

An operations buyer oversees a company's operations. Most companies have several departments that handle and facilitate their respective operations, some of which include logistics, customer support, operations management, construction and office departments. Operations buyers are in one or even all of these departments. They are directly involved in the company's operations, so they typically have the authority to make purchases.

Next, you'll need to use the right approach when contacting and pitching your B2B company's products or services to operations buyers.

Research the Company's Operations Department

Before contacting an operations buyer, research the operations department in which he or she works. The more you know about the operations department, the better. Look at the target company's official website, as well as its LinkedIn Company Page, to learn more about its business and various operations departments. You can then try to pinpoint the department in which the operations buyer works. Among other things, you should try to identify the size of the department, its function, hours of operation and budget. With this information in hand, you'll be able to create customized sales messages that resonate with operations buyers.

Highlight Efficiency as a Benefit

While different operations buyers have different jobs, nearly all of them focus on increasing their respective supply chain or logistics company's efficiency. After all, efficiency directly influences a company's net profits. The faster and more efficiently a company can execute its operations, the higher its profits will be. If you're pitching a product or service to an operations buyer, be sure to explain and prove how it can make their company's operations more efficient. Maybe the product or service can reduce their production cycle time by 20%, or perhaps it can reduce their waste by 10%. Regardless, highlight efficiency as a benefit will make your company's products or services more relevant to operations buyers.

Contact at the Right Time

Timing is essential when contacting operations buyers. If you contact an operation buyer when he or she isn't working, you may fail to get a response. Therefore, it's best to contact operations buyers during their respective department's hours of operation. You can often identify a department's hours by researching the target company online. Alternatively, calling the department -- even when it's closed -- may yield an answering machine message featuring its hours of operations. But remember, it may require you to call at 6:00 a.m. and only until 3:00. As we all know, many operations professionals start their day earlier than most.

Get Past the Gatekeepers

You may encounter gatekeepers when contacting operations buyers. Gatekeepers, of course, are professionals who serve as an intermediary between a company's decision-makers and its vendor or customers. High-level operations buyers don't always answer their phone. Instead, they have a gatekeeper, such as a receptionist, answer the phone on their behalf. If the gatekeeper deems a call is important, he or she will relay it to the operations buyer. If the gatekeeper believes a call isn't important, on the other hand, he or she won't relay it to the operations buyer.

Here are some tips to get past the gatekeepers and reach more operations buyers:

  • Call before the gatekeeper comes into work. Most times they are not in by 6:00 a.m. That may be your best time to start your calling efforts. Give it a try.
  • Explain your reason for calling the operations buyer. It's unlikely that a gatekeeper will relay your call to an operations buyer unless you explain why you are trying to call them.
  • Talk clearly and confidently. If a gatekeeper can't understand you, he or she probably won't relay your call to the operations buyer.
  • Keep your calls short. Gatekeepers are busy professionals, so they don't want to waste time listening to long sales calls.
  • Don't rely exclusively on a script. You'll have an easier time getting past a gatekeeper if you use a customized approach rather than reading from a script.
  • Mention your name as well as the company for which you work.

Source New Leads

According to a survey conducted by BSG, the leading challenge encountered by B2B sales reps when targeting operations buyers is sourcing new leads. Without leads, you may struggle to find operations buyers to whom you can pitch your B2B company's products or services. You can source leads manually by scouring companies' Linked Pages, as well as their websites. To get high quality sales leads specifically for the industrial marketplace, give SalesLeads a call. Our job is to identify companies expanding, relocating, renovating or purchasing new equipment in the industrial space. Our Project Reports provide a wealth of information so when you make a call, you’re as prepared as possible. Want to see a sales lead or Project Report? See it now.

Is Direct Mail Marketing Effective to Sell to Supply Chain or Logistics Companies?

By Evan Lamolinara | 02/07/2020 | 6:03 AM | Categories: Current Affairs

When researching ways to promote your industrial B2B company, as well as its products or services, you'll probably come across direct mail. Also known as advertising mail, it involves the use of promotional mail that's delivered to a buyer's address. With the rise of email in recent years, however, you might be wondering if direct mail is still effective or is it old news.

Narrow Targeting Options

With direct mail, you can target your B2B company's "buyer personas" to increase the chance of scoring a lead and generating a sale. While targeting options vary from lots of general service providers, you may want to consider SalesLeads as we can help you build a targeted list that reflects your best and most profitable customers.

High Response Rates

Direct mail also offers high response rates. Research shows that over 5% of direct mail recipients will respond to direct mail. To put that number into perspective, only about 0.1% of email recipients will respond to promotional email. Response rates can vary depending on countless factors, mainly your list of quality names.

High Level of Satisfaction

The terms "direct mail" and "junk mail" are often used interchangeably when referring to promotional mail. While junk is typically perceived poorly by recipients, though, direct mail is not. According to a study conducted by Epsilon, nearly six in 10 recipients of direct mail say they take the time to learn about new products and services by reading promotional mail.

Direct Mail Is Popular Among B2B Companies

Direct mail hasn't faded in favor of digital promotional methods. It's actually making a comeback. A B2B Marketing Mix Report found that direct mail is currently one of the most popular promotional methods for B2B companies, with 35% of B2B companies using it to reach their target audience.

Measurable

Finally, direct mail is measurable, meaning you can easily track the performance of your direct mail campaigns. You can include specific phone numbers for recipients to call or website addresses for recipients to visit. Upon receiving your direct mail, a recipient may call the number or visit the address, allowing you to track whether he or she makes a purchase.

If starting out with a strong, targeted list, direct mail can still be an effective promotional method for B2B companies.

Industrial Manufacturing News and Planned Industrial Project Reports - December 2019 Recap

By Evan Lamolinara | 01/13/2020 | 8:47 AM | Categories: Current Affairs

Manufdec2019

Research by SalesLeads’ experienced industrial market research team, shows 144 new planned Industrial Manufacturing industry projects tracked during the month of December.

The following are selected highlights on new Industrial Manufacturing industry construction news.

 

Industrial Manufacturing - By Project Type

            Manufacturing/Production Facilities - 128 New Projects

            Distribution and Industrial Warehouse - 64 New Projects

           

Industrial Manufacturing - By Project Scope/Activity

            New Construction - 44 New Projects

            Expansion - 45 New Projects

            Renovations/Equipment Upgrades - 57 New Projects

            Plant Closings - 12 New Projects

 

Industrial Manufacturing - By Project Location(Top 10 States)

            Ohio - 13

            Texas - 11

            Minnesota - 10

            North Carolina - 10

            New York - 9

            South Carolina - 8

            Michigan - 7

            Wisconsin - 5

            Pennsylvania - 5

            Georgia - 5

 

Largest Planned Project

During the month of December, our research team identified 6 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more.

The largest project is owned by General Motors, who is planning to invest $2 billion for the construction of a battery manufacturing facility in LORDSTOWN, OH. Construction is expected to start in Summer 2020.

 

Top 10 Tracked Industrial Manufacturing Projects

MICHIGAN:

Automotive mfr. is planning to invest $700 million for an expansion and equipment upgrades of their manufacturing facility in DEARBORN, MI. They are also planning to invest $700 million for an expansion and equipment upgrades of their plant in WAYNE, MI.

 

GEORGIA:

Specialty paper products mfr. is planning to invest $400 million for an expansion and equipment upgrades of their manufacturing facility in MACON, GA. Completion is slated for 2021.

 

ALABAMA:

Cement mfr. is planning to invest $250 million for the renovation and equipment upgrades on their processing facility in RAGLAND, AL. They have recently received approval for the project. Renovations are expected to start in early 2020, with completion slated for 2022.

 

OHIO:

Aerospace components mfr. is planning to invest $128 million for the construction of a manufacturing and office complex at Mason R and D Park East in MASON, OH. They are currently seeking approval for the project.

 

TEXAS:

Automotive components mfr. is planning to invest $110 million for the construction of a 205,000 sf office and manufacturing facility on Kohlenberg Road in NEW BRAUNFELS, TX. They have recently received approval for the project.

 

ARKANSAS:

Wood products mfr. is planning to invest $90 million for the renovation and equipment upgrades of a manufacturing facility in CONWAY, AR. Completion is slated for Summer 2021.

 

CALIFORNIA:

Startup biotechnology company is planning to invest $35 million for the construction of a 179,000 sf processing facility in JURUPA VALLEY, CA. They are currently seeking approval for the project.

 

NORTH CAROLINA:

Pharmaceutical company is planning to invest $57 million for an expansion of their processing facility in WILSON, NC. They have recently received approval for the project.

 

ONTARIO:

Modular building mfr. has recently agreed to lease a 300,000 sf manufacturing facility on South Service Rd. in STONEY CREEK, ON. They have recently started renovations to the facility.

 

TENNESSEE:

Heavy electrical equipment mfr. is planning to invest $87 million for the renovation and equipment upgrades on a recently acquired manufacturing facility in MEMPHIS, TN. They have recently received approval for the project.

 

Since 1959, SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America. Our professional research team identifies new construction, expansion, relocation, major renovation, equipment upgrades, and plant closing project opportunities so that our clients can focus sales and marketing resources on the target accounts that have an impending need for their products, services, and indirect materials.

Each month, our team provides hundreds of industrial reports within a variety of industries, including:

Why Leads Are Important for Supply Chain & Logistics Companies

By Evan Lamolinara | 01/08/2020 | 5:52 AM | Categories: Current Affairs

Regardless of what your supply chain and logistics company sells -- products, services or a combination thereof -- the number and quality of leads you generate will influence its level of success. Supply chain and logistics companies that invest more time and resources into lead generation will obviously outperform their counterparts that invest less time and fewer resources into lead generation. Let’s review why consistently generating quality sales leads keeps the business moving forward.

 

Keeps Sales Reps Selling

Leads will keep your supply chain and logistics company's sales reps busy working the sales funnel. According to InsideSales, B2B sales reps spend roughly 40% of their working hours searching for a buyer to call. This is an unproductive use of their time. At the end of the article, we’ll discuss one way to keep sales reps calling sales leads that already have an identified project. As a sales manager, owner or president of the company, it’s important to oversee these quality sales leads and to maximize each one to its fullest.

 

It Takes 8 Attempts to Reach Buyers on the Phone

Not all sales leads will translate into sales. Research shows that it takes an average of eight attempts to reach a B2B buyer on the phone. And once a sales rep has a buyer on the phone, he or she must convince them to set an appointment or continue the conversation to further convince them to purchase your product and/or service. With a large volume of high-quality leads, B2B sales reps can call more buyers and, ultimately, generate more sales.

 

Increases ROI

According to a survey conducted by MarketingSherpa, the top sales lead generation priority among B2B companies is increasing measurable ROI. Without sales leads, supply chain and logistics sales reps will struggle to generate sales. They'll have to consume more time and resources searching for buyers to contact, resulting in a lower ROI.

 

Identify Decision Makers

SalesLeads can help you can identify the decision makers in a target business. If you generated a sales lead from your website with a call-in or a webform, the contact person may not include all of their information, or may be submitting the form on behalf of another contact within the company. How can you find the contact names at the right level? The Target Account Search feature in the Target Account Intelligence database allows you to search for a particular company name, and drill down with the provided contacts to uncover the decision maker(s) you’re searching for.

 

Create Custom and Personalized Content

With sales leads, you can create custom and personalized content that resonates with your supply chain or logistics company's audience of buyers. If you know a buyer's information, you can research him or her to create personalized content. After creating the personalized content, you can send it to the buyer. Buyers are more likely to respond allowing you to move it further down the sales funnel.

 

Source for High Quality Sales Leads

Remember I mentioned a way to keep sales reps calling sales leads that have an identified project? Here we go. SalesLeads’ researchers continuously follow the material handling industry. Our job is to keep tabs on these companies in order to know who’s expanding, relocating, renovating or purchasing new modernized equipment. As soon as we know, we let you know. These identified projects come in a form of a Project Report giving you critical information so you can make an intelligent phone call. Take a look for yourself. That’s the best way to understand the quality of the sales lead.

Sales & Marketing Tactics to Implement in 2020

By Evan Lamolinara | 01/08/2020 | 5:45 AM | Categories: Current Affairs

Now that 2020 is here, use this opportunity to plan or tweak your supply chain or logistics company's sales strategy, if you haven’t done so already. Sales tactics that worked in the past may no longer work in 2020. With each new year comes new sales tactics that fuel supply chain or logistics companies' growth. By using these sales tactics in your B2B company's operations, you'll attract more new customers and generate more sales leads, thereby setting the stage for a successful new year.

 

Personalized Sales Messages

While material handling companies have been using personalized sales messages for years, this tactic has become increasingly popular over time. According to a 2018 study, nearly three in four B2B companies said buyers expect personalized messages. Creating personalized sales messages takes time, but it can pay off in the form of increased sales as well as increased customer satisfaction.

 

Omnichannel Selling

What is omnichannel selling exactly? The term "omnichannel selling" refers to a multi-pronged sales tactic in which a B2B company uses a plethora of channels to communicate with prospective buyers. With omnichannel selling, you won't use a single channel to communicate with prospective buyers; you'll use multiple channels. Rather than relying on email to communicate with a prospective buyer, for example, you may use a combination of email, social media, online chat and phone.

This is a highly effective way to continuously work with sales leads, especially from SalesLeads. When you get notified by SalesLeads that one of our high quality sales leads is ready for viewing, the first thing you can do after you read about the sales lead, is to give them a call. Because we supply the contact name and direct phone number, it’s exactly what you need to make the first contact.

Next, send an email either reiterating what you discussed, or that you left a message. Then connect with the contact on LinkedIn. Now you have a way to send a personalized online message. Finally, get something in their hands by sending a personalized message with the brochure through the mail. Now you’ve touched all their senses in every way possible giving them information the way they want to receive it.

 

Big Data

You can't ignore the value of Big Data in your supply chain or logistics company's sales strategy. Research shows roughly 2.5 quintillion bytes of data are created each day. Rather than turning a blind eye to this data, you should use it to optimize your material handling company's sales strategy. By tapping into the power of Big Data, you can gain insight into the habits of your company's target audience, allowing you to create a more effective sales strategy.

 

Online Content

If you aren't publishing content online, you are missing out on one of the easiest ways to attract new buyers. Many material handling buyers begin their journey with an online search. A buyer may search for a type of product or service, for example, at which point he or she may stumble upon your company's website. By publishing content online, you can attract these buyers and convert them into customers.

 

Marketing and Sales Alignment

Finally, you should consider aligning your supply chain or logistics company's marketing and sales departments in 2020. According to ZoomInfo, B2B companies that embrace marketing and sales alignment grow nearly 24% more quickly than their counterparts with segmented marketing and sales departments.

Hope we gave you a few new ideas to plan for in 2020. Happy Selling!

Industrial News and Planned Industrial Construction Projects - November 2019 Recap

By Evan Lamolinara | 12/15/2019 | 10:56 AM | Categories: Current Affairs

Constnov

Research by SalesLeads’ experienced industrial market research team, shows 431  new planned industrial projects tracked during the month of November. 

Planned industrial project activity decreased by 1% from the previous month, and is down 5% YTD from the previous year. 

The following are selected highlights on new industrial construction news and project opportunities throughout North America. 

 

Planned Industrial Construction - By Project Type:

            Manufacturing Facilities - 162 New Projects

            Processing Facilities - 118 New Projects

            Distribution and Industrial Warehouse - 149 New Projects

            Power/Energy/Oil and Gas - 13 New Projects

            Laboratory Facilities - 24 New Projects

            Mine - 1 New Project

            Terminal - 1 New Project

            Pipeline - 0 New Projects

           

Planned Industrial Construction - By Scope/Activity

            New Construction - 195 New Projects

            Expansion - 122 New Projects

            Renovations/Equipment Upgrades - 134 New Projects

            Plant Closing - 22 New Projects

 

Planned Industrial Construction - By Location (Top 10 States)

Texas  - 30

California - 26

New York - 25

Ohio - 25

Indiana - 20

Pennsylvania - 19

Florida - 18

Georgia - 15

Michigan - 15

Wisconsin - 15           

 

Largest Planned Industrial Construction Project

 During the month of November, our research team identified 21 new General Industrial facility construction projects with an estimated value of $100 million or more. 

The largest project is owned by Sunflower Electric Power Corporation, who is planning to invest $2 billion for the construction of an 895MW coal-fired power processing plant in Holcomb, KS. They are currently seeking approval for the project. 

 

Top 10 Tracked Industrial Construction Projects 

TENNESSEE:

Automotive mfr. is investing $800 million and has recently started a 762,000 sf expansion and equipment upgrades of their manufacturing and battery production facility in CHATTANOOGA, TN. Completion is slated for 2022.

 

ALABAMA:

Automotive mfr. is planning to invest $410 million for a 230,000 sf expansion and equipment upgrades of their manufacturing facility in MONTGOMERY, AL Completion is slated for 2021.

 

GEORGIA:

Paper towel and tissue mfr. is planning to invest $400 million for an expansion and equipment upgrades of their manufacturing facility in MACON, GA. Completion is slated for 2022.

 

INDIANA:

Pharmaceutical company is planning to invest $400 million for the renovation and equipment upgrades on their processing facility in INDIANAPOLIS, IN. They have recently received approval for the project.

 

MICHIGAN:

Agricultural company is planning to invest $145 million for an expansion of their processing facility in MIDLAND, MI. They have recently received approval for the project.

 

MINNESOTA:

Energy company is planning to invest $700 million for the construction of a natural gas power plant in DULUTH, MN. They are currently seeking approval for the project. Completion is slated for 2025.

 

MISSOURI:

Automotive mfr. is planning to invest $400 million for an expansion and equipment upgrades of their manufacturing facility in KANSAS CITY, MO.

 

CALIFORNIA:

Municipality is investing $200 million and has recently started the construction of a wastewater treatment processing plant at 2500 Navy Dr. in STOCKTON, CA.

 

NEVADA:

Industrial equipment mfr. is planning to invest $327 million for the construction of a 2 million sf manufacturing facility in HENDERSON, NV. They are currently seeking approval for the project. Construction is expected to start in April 2020, with completion slated for late 2022.

 

OHIO:

Automotive mfr. is planning to invest $175 million for the construction of a 251,000 sf manufacturing facility in BROOKVILLE, OH. Completion is slated for late 2020.

 

Since 1959, SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America. Our professional research team identifies new construction, expansion, relocation, major renovation, equipment upgrades, and plant closing project opportunities so that our clients can focus sales and marketing resources on the target accounts that have an impending need for their products, services, and indirect materials. 

Each month, our team provides hundreds of industrial reports within a variety of industries, including:

The opinions expressed herein are those solely of the participants, and do not necessarily represent the views of Agile Business Media, LLC., its properties or its employees.

About Evan Lamolinara

Evan Lamolinara

Evan Lamolinara is president of SalesLeads, Inc., a company that has been around for over 60 years, generating high quality sales leads dedicated to the sales & marketing professionals in the industrial marketplace. Mr. Lamolinara, an entrepreneur and competitor, purchased the legacy company in 2014. Since then, he's redeveloped its core software delivery platform and grew the company over 400%. Evan graduated from Mount Union College with B.A. Business Management and honed his competitive skills as a 3-year letterman on the College football team.



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