In this episode of B2B Marketing Methods, Terri is joined by Ed Marsh, an experienced consultant in the B2B industrial space and host of the Industrial Growth Institute Podcast. Together, cover the intersection of marketing, sales, and technology in the Industrial Manufacturing sector.Ed and Terri discuss why transformations in the sales and marketing teams of industrial companies can take a significant amount of time and investment. Ed talks about the importance of commitment and discipline in driving meaningful and sustainable changes within sales and marketing frameworks. He also covers the shortfall in lead nurturing and follow-up, urging companies to develop a robust pipeline and accurate forecasts to improve their sales processes.Ed and Terri also discuss the evolving roles in sales, caused by the digital overload consumers face today, which has shifted the gatekeeping of information. Plus they talk about the critical role of content in sales strategies, and why it's so important to create an integration of systems across marketing, sales, technology, and customer experience to streamline operations and boost productivity. Topics Discussed:Transforming sales and marketing in industrial companiesCommitment and variables in industrial transformationRole of sales in navigating information overloadImportance of content in driving revenueStrategic role of IT in improving buyer experiencesChallenges of change and resistance in traditional manufacturingTo learn more about Ed, connect with him on LinkedIn at: https://www.linkedin.com/in/edwardbmarsh/ orhttps://EdMarshConsulting.comTo connect with Marketing Refresh, visit: MarketingRefresh.com

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