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Betty Tessien
· From Sales Leads to Sales Leadership
· Pharma Prospects
· Utility Tracking System
From Sales Leads to Sales Leadership
Over the last decade companies have progressively moved away from a reactive sales strategy based on sales leads, advertising, and input from sales representatives. The pandemic has accelerated a trend toward a proactive strategy with sales leadership rather than sales leads.
During the last year companies have not received sales leads at exhibitions. Their sales representatives have not been able to make personal calls.
One option has been to rely more on third party sales leads. These leads are also being supplied to competitors. This lessens the value. Furthermore in the ever changing digital environment sales activity has accelerated to the point that by the time a sales lead can be pursued it is too late.
Instead of paying for third party sales leads, a collaboration sales strategy can be employed. This strategy is based on information sharing at the local sales level as well as on a national or global level. In the air, water and energy flow and treat markets every supplier fits one of the following categories.
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Collaborator Classification
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Ramifications
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Sister division
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The ideal group for collaboration
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Unrelated products
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Good if customers are the same
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Complementary products
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Very good from several perspectives
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Supplier
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Lots of leverage but minor downsides
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OEM customer
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Problems with alienation of other OEMS
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The program can be implemented top-down or bottoms-up or a combination of both. The top down approach includes weekly sharing of project information. The bottoms up approach encourages contact at the local sales level and a policy guided by this experience.
Companies with sales representatives and distributors are already collaborating. The problem is that the coordination is being done by the rep and not by the companies.
A trial was conducted for a large company with multiple divisions. All the sales people in the Colorado area were provided with project information and asked to contact the others for further insights. The participants found considerable benefit.
The advantage of collaborating with companies supplying unrelated products is the avoidance of any conflicts of interest.
Knowledge of the processes within a customer’s operation are important. Suppliers of complimentary products can strengthen the process knowledge.
Sharing with suppliers is good but only to the extent the supplier is willing to jeopardize the relationship with other OEM customers.
Sharing sales activity with OEM customers is ideal except to the extent it could harm relationships with other OEMS.
McIlvaine has implemented a program to assist collaboration in various industries. The program for power plants is already in place. A program for the pharmaceutical industry will be launched soon..
Here is an example of the weekly Utility E Alert. Project information is supplemented by specific activity of potential collaborators: http://www.mcilvainecompany.com/sample/UEA/utility_ealert_1510.htm
The system also has details on tens of thousands of fossil, nuclear, biomass and geothermal, and hydro plants around the world. Coal and biomass firing is covered in the Utility Tracking System.
http://home.mcilvainecompany.com/index.php/databases/42ei-utility-tracking-system
The gas turbine and reciprocating engine projects and markets are found in
http://home.mcilvainecompany.com/index.php/markets/air/gas-turbine-and-reciprocating-engine-supplier-program
Bob McIlvaine can answer your questions at rmcilvaine@mcilvainecompany.com cell 847 226 2391.
Pharma Prospects
Weekly Alerts and an Intelligence System provide suppliers of air, water, and process equipment and consumables with a program to pursue pharmaceutical and biotechnology opportunities on a worldwide basis.
The basic data is just the first step in an Industrial Internet of Wisdom approach which will result in collaboration and the ability to “pull” in customers rather than “push” them to an order.
The ability to search Alerts back several years results in comprehensive knowledge about the following key aspects.
The service reports on water, air, and process activities and provides the opportunity for collaboration with suppliers of complementary equipment and services. It is part of an Industrial Internet of Wisdom.
The equipment and chemicals used in processing are often required to achieve higher performance than that used in air and water applications. Pumps and valves with both the ability to remain clean while moving slurries are needed. Due to the specific needs for cell and gene therapy single use products are now in demand.
For more information on Pharma Prospects click on: http://home.mcilvainecompany.com/index.php/databases/83ai-pharma-prospects
Bob McIlvaine can answer your questions at 847 226 2391 or rmcilvaine@mcilvainecompany.com
Utility Tracking System
Weekly Alerts and an Intelligence System provide suppliers of air, water, and process equipment and consumables with a program to pursue the power plant opportunities on a worldwide basis.
The basic data is just the first step in an Industrial Internet of Wisdom approach which will result in collaboration and the ability to “pull in customers rather than push them to an order.
The system includes data on hundreds of nuclear plants thousands of coal fired plants and even larger numbers of gas turbines. The ability to search Alerts back many years results in comprehensive knowledge about the following key aspects.
The service reports on water, air, and process activities and provides the opportunity for collaboration with suppliers of complementary equipment and services. It is part of an Industrial Internet of Wisdom. This is further enhanced with webinars.
The equipment and chemicals used in processes such as gypsum dewatering are often required to achieve higher performance than that used in air and water applications. Pumps and valves with both the ability to resist corrosion and temperature while moving slurries are needed. New fuels such as hydrogen and the promise of BECCS to reduce CO2 are offering new opportunities.
For more information on Utility Tracking System click on: http://home.mcilvainecompany.com/index.php/databases/42ei-utility-tracking-system
Bob McIlvaine can answer your questions at 847 226 2391 or rmcilvaine@mcilvainecompany.com
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