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Engineers are bad communicators: 6 ways to fix this, part 2

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This is a continuation of the previous post about how to improve communication amongst engineers, their teams, and their managers. Read the rest of this entry »

Engineers are bad communicators: six ways to fix this (part 1)

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Awhile back, I posted about “Best Practices for Communicating between Engineers“.  This time around, I wanted to be a little more specific about how basic communication blunders can be avoided.  I’ve seen countless violations of these rules, and they always seem so easy to fix.

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Engineers are looking for you! I’ll teach you how to get found!

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This post is meant for all the Technical Salespeople who want more business from engineers.

The job of an engineer is to solve complex design problems.  As part of the solution, they are often tasked with finding the right supplier who has the product or service that solves a portion of the problem.  This process usually involves:  (1) Research on what technologies are available and (2) Testing different solutions that they have found from vendors.  This process is where the Engineer can save the most money and make design decisions that make or break a product.

As a salesperson, your job is to make sure that Engineers contact you at the R&D stage so that your solution is tested.  Easier said than done!  Most OEM Representatives have more products than their customers realize, and most Manufacturer’s Representatives have 5 or 10 OEM lines that they represent.  So, how do you make sure that Engineers test your products or services?  Below, I have outlined 5 ways to get more leads and more business from engineers that are looking for you right now! Read the rest of this entry »

Double the leads from your current customers: email marketing to engineers by engineers

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This post is meant for all the Industrial Supplier Firms thinking about e-mail marketing.

If you are in technical sales, this post is for you.  This includes Manufacturing Rep Groups, Distributors, and OEMs who want to get more business from their contact database.  There are a ton of reasons to Email Market and practically no reasons not to.  So, why haven’t you started? Because it seems like such a big task that you don’t know where to start?  Well, I’m here to tell you where to start and how we can help! Read the rest of this entry »