• Episode 21 - Cece Kintner on Marketing and Sales Operations for Industrial Manufacturers

  • Jul 31 2024
  • Length: 1 hr and 22 mins
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Episode 21 - Cece Kintner on Marketing and Sales Operations for Industrial Manufacturers

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  • Cece Kintner on RevOps and Marketing and Sales Operations for Industrial Manufacturers - Industrial Growth Institute Podcast Episode # 21 with Ed Marsh Summary Cece Kintner, Director of Marketing and Sales Operations at TekStream Solutions, shares her insights on industrial marketing and sales, trade shows and events, and the evolution of buyer behaviors. Cece emphasizes the importance of understanding the changing role of buyers, the need for sales and marketing alignment, and the value of sales enablement. She also discusses: the impact of technology on marketing and salesimportance of understanding buyer personasrole of CRM in the sales processchallenges and strategies of aligning marketing and sales in the industrial sectorneed for sales reps to trust and utilize the tools and resources provided by marketing. Cece also explores the impact of the internet on channel sales and the role of social media in the industrial industry, and the value of user groups and communities in building relationships and sharing experiences. The conversation concludes with Cece sharing insights on the role of AI in marketing and sales, the importance of experimentation and testing, and the need for continuous learning and adaptation in the ever-changing digital landscape. Takeaways Buyers now do extensive research before engaging with a companySalespeople play a crucial role in building relationships with buyers and partners, and their success depends on having the right tools and support from marketing.B2B buyers have higher expectations for refined experiences, similar to B2C experiences, so companies need to adapt and provide personalized and valuable interactions.Marketing and sales operations (revenue operations (RevOps)), are essential for aligning marketing and sales teams and providing the tools and processes needed for success.Understanding buyer personas and tailoring messages to different stakeholders within a buying team is crucialEvents and trade shows are still importantCRM use is not optionalSales reps should trust and utilize the tools and resources provided by marketing to enhance their selling process.The internet has transformed channel salesUser groups and communities play a vital role in building relationshipsAI can be a valuable tool for generating ideas and refining marketing strategies, but human creativity and judgment are still essential.Experimentation, testing, and continuous learning are key to staying ahead in the digital landscape of marketing and sales. Takeaway Quotes from Cece Kintner "Buyers don't come to me or to my team to ask all of their questions any longer. Before we even know who they are or that they have interest in our product, they have done research.""Salespeople are relationship builders to start. Number one, they have a duty to build a relationship with their buyers and with their partner sales managers." Check out Cece's website LinkedIn: Cece Kintner and Ed Marsh Twitter: Ed Marsh Instagram: Ed Marsh YouTube: @EdMarsh Show Transcript Guide to Building an Effective Sales Tech Stack Sales Operations for Industrial Manufacturers Marketing and Sales Operations Chapters 00:00 Introduction and Background of Cece Kittner 04:40 Understanding the Evolution of Buyer Behaviors in Industrial Marketing 07:05 The Importance of Sales and Marketing Alignment in Industrial Sales 20:49 The Value of Understanding Buyer Personas in Industrial Marketing 25:39 The Role of CRM in the Sales Process 47:10 The Impact of the Internet on Channel Sales 49:40 The Importance of Social Media in the Industrial Industry 52:41 The Value of User Groups and Communities 56:06 The Role of AI in Marketing and Sales 01:04:46 Effective Prospecting Strategies 01:06:43 Partnerships in the Industrial Sector 01:10:06 Experimentation and Continuous Learning in the Digital Landscape 01:15:00 Bridging the Gap Between Sales and Marketing 01:19:26 The Risk of Speeding Past Opportunities #B2BSales #SalesOps #SalesOperations #RevOps #RevenueOperations #MarketingOps #MarketingOperations #IndustrialMarketing #ManufacturingMarketing #B2BMarketing #Podcast #ComplexSales #SalesAndMarketingAlignment #RevenueGrowth #ManufacturingRevenueGrowth #CRM #MarketingAutomation #SalesEnablement #SalesTechStack #ChannelSales #SalesChannel #IndirectSalesChannel #BuyerPersona
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