Industrial Growth Institute

Avoiding Channel Conflict and Driving Profitable, Sustainable Growth - POV From Both Sides of Sales Channel in Automation and Machinery Sales - - Jean Rabatin in Episode 51 of the Industrial Growth Institute Podcast Summary Jean Rabatin, a successful woman in sales and a long-time professional in the automation industry, discusses her journey from selling metal to robotics. Jean and host Ed Marsh...

From Air Force ICBM Missaleer to Sales Engineer and on to Sales Manager - Mike Miller in Episode 50 of the Industrial Growth Institute Podcast Summary Mike Miller is an Air Force Veteran and experienced capital equipment sales engineer. Today, he's a sales manager with a unique background in aerospace engineering and military service. Mike and Ed discuss the common sales challenges faced by indust...

Episode 49 - Eric Rose on How to Turn Innovation Management and New Product Development into a Revenue Growth Superpower Summary In this episode of the Industrial Growth Institute podcast, Ed Marsh and Eric Rose, a product innovation expert, delve into the critical role of new product innovation in driving business growth. They explore the concept of 'market anguish'—the frustrations consumers fac...

Episode 48 - Josh Gentine on Navigating the Challenges of Family and Business in Family Business Summary In this conversation, Ed Marsh and Josh Gentine explore the complexities of family-owned businesses, focusing on the challenges of succession planning, the importance of outside experience, and the balance between preserving legacy and embracing innovation. Josh's family business and governance...

Episode 47 - Jake Meth Puts on His Editor Cap and Coaches on How to Create Effective Thought Leadership Content Summary In this episode, Ed Marsh and Jake Meth discuss the evolution of thought leadership and journalism, exploring Jake's journey from traditional media to entrepreneurship. They delve into the importance of authenticity, the role of a fractional editor in chief, and the challenges of...

Episode 44 - Stephen Sears details how industrial manufacturers can extract maximum business value from trade associations Summary In this episode of the Industrial Growth Institute podcast, Ed Marsh and Stephen Sears discuss the importance of maximizing trade association memberships for industrial manufacturers. They explore the multifaceted role of trade associations, the significance of network...

Episode 45 - Jim Kraus on why a Killer Buyer Persona Improves Marketing and Sales Summary In this episode, Ed Marsh and Jim Kraus discuss the importance of understanding buyer personas and high consideration or complex buying decisions in the industrial manufacturing space. They explore the need for updated buyer persona frameworks, the significance of empathy in marketing, and the impact of growi...

Episode 44 - Dave Kurlan on the Power of Baseball Analogies in Impactful Sales Training Summary In this episode of the Industrial Growth Institute podcast, Ed Marsh interviews sales legend Dave Kurlan, who shares his unconventional journey into sales, the importance of mentorship, and the lessons learned from early experiences. Kurlan discusses the parallels between sales, baseball, and music, emp...

Episode 43 - Industrial Sales and Marketing are Undergoing a Massive Change, and Ed Marsh explains why manufacturers need to adapt. Summary In this episode, Ed Marsh discusses the secular changes occurring in B2B buying and their implications for industrial marketing and sales. He emphasizes the need for adaptation in response to gradual shifts in buyer behavior, driven by technological advancemen...

A Year in Review - Industrial Growth Institute Podcast episodes from 2024 Episode 1 - Chris Fox, Video for Industrial Marketing Youtube & Audio Episode 2 - Sean Hurd, Veterans in Sales YouTube & Audio Episode 3 - Bob Apollo, Outcome-Centric Sales YouTube & Audio Episode 4 - Markus Rimmele, Technical Service and Revenue YouTube & Audio Episode 5 - Peter Caputa, Analytics YouTube &am...

Episode 41 - David Anderson on How Manufacturing Marketers Need to Handle AI and why Industrial Sales Reps May be Extinct Summary In this conversation, Ed Marsh speaks with Dr. David Anderson, an expert in machine learning and engineering design, about the transformative potential of AI in the engineering sector. They discuss the importance of tacit and explicit knowledge in engineering, the role...

Episode 40 - Mike Sibley on the Importance of Strategic Finance to Enhance Manufacturing Growth and Valuation Summary Mike Sibley is a CPA and partner at James Moore & Co who specializes in manufacturing and distribution. Mike brings a unique approach to accounting, which goes beyond traditional "number crunching" practices to include business consulting, workforce development, and the importa...

Episode 39 - Micki Vandeloo on Business Grants to Fund Revenue Growth Investments Summary Most industrial manufacturers are leaving money on the table! That's the experienced voice of Micki Vandaloo, president of Lakeview Consulting, chatting with host Ed Marsh for this week's episode. Micki speaks in depth about the often-overlooked opportunities for manufacturers to secure grant funding - where...

Episode 38 - Kurt Palmer on Succession Planning, Family Business Exits, and Industrial Sales Leadership Summary In this episode of the Industrial Growth Institute podcast, Ed Marsh interviews Kurt Palmer, a seasoned professional in the PCB manufacturing industry. Kurt shares his journey from studying chemistry to leading a family business, discussing the challenges and lessons learned during leade...

Episode 37 - Salim Awad shares his inspiring personal story and his journey experimenting with LinkedIn Lead Generation Summary In this episode of the Industrial Growth Institute podcast, host Ed Marsh interviews Saleem Awad, president of Spinner North America. Saleem shares his remarkable journey from Colombia to the U.S. Army, his transition to law, and ultimately his role in advanced manufactur...

Episode 36 - Partnership marketing and sales secrets and real-world lessons learned from Samantha Gadenne on the Industrial Growth Insitute Podcast Summary Samantha Gadenne, Director of Portfolio Development at EIT Food, joins the podcast to talk about her experience implementing partnerships in the agri-food industry. Samantha shares her insights and experiences in building successful partnership...

Episode 35 - Talent management and strategy: Turn your growth culture into a business driver. Patrick Hayes on the Industrial Growth Insitute Podcast Summary In this episode of the Industrial Growth Institute podcast, Ed Marsh chats with Patrick Hayes, the founder of Mukala Partners, about talent growth, leadership development and the importance of focusing on people and building effective teams i...

Episode 34 - Trade Show Strategies from Chris Dunn, an industry veteran Summary Ed Marsh and Chris Dunn, the VP of Sales and Business Development of Blue Hive Exhibits discuss the trade show industry and the misconception that trade shows are dying. Chris emphasizes the importance of face-to-face interactions and the need for human connection and highlights common mistakes companies make when plan...

Episode 33 - HFW Industries G3 & G4 Discuss Digital and Social Media Tools to Help Attract Manufacturing Talent and Customers Summary HFW Industries is a fourth-generation family business that manufactures and reconditions industrial equipment. They specialize in surface treatment enhancements for industries such as chemical processing and energy. The company has embraced social media, particu...

Episode 32 - Jared Dillian on the Discipline of Authentic Content Creation and Building a Writing Habit Summary In this episode, Ed Marsh interviews Jared Dillian, a multifaceted content creator and financial expert. They discuss Jared's extensive background, including his work as a trader, author, and educator. The conversation delves into the importance of accountability, the art of content crea...

Episode 31 - Al Rosenbaum on Messaging, Sales Playbooks, and Unique Value Propositions Summary Ed Marsh and Al Rosenbaum discuss the changing landscape of sales training and the challenges faced by sales professionals today. Topics include the importance of understanding the buyer's perspective, focusing on value proposition, and tying the product to business outcomes. They also touch on the incre...

Episode 30 - Amy Franko on Turning Sales Strategy Into Profit, Women in Sales, Board Governance over Sales and more Summary In this conversation, Ed Marsh interviews Amy Franko, a sales strategist and author, about sales strategy and the role of sales in organizations. They discuss topics such as leadership, accountability, sales training, and the importance of sales in corporate strategy. Amy emp...

Episode 29 - Industrial Marketing Strategy Texas Style! ARC Specialties Dann Allford and Johnny Tyler discuss how to STOP Wasting Time on Industrial Marketing Strategies That Fail Summary Just Get it Done! TEXAS Sized industrial marketing built on engaging video content on YouTube and LinkedIn. Dan & Johnny emphasize the importance of authenticity and passion in their videos, and they believe...

Episode 28 - Vaughn Mordecai on Building Powerful Indirect Sales Channel, Navigating Partner Ecosystems, and the Potential of PRM Software Summary In this episode, Ed Marsh and Vaughn Mordecai discuss the evolution of channel partnerships in the industrial space. They explore the concept of an ecosystem and how businesses are moving towards many-to-many relationships. They also touch on the differ...

Alyssa Gelbard on the Power of Personal Branding, Executive Presence and LinkedIn - Industrial Growth Institute Podcast Episode # 27 with Ed Marsh Summary Alyssa Gelbard, founder and CEO of Point Road Group, discusses the importance of personal branding and executive presence in driving credibility and trust. Gelbard highlights the need for companies to focus on employee branding and ensure that a...