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MAKING CHIPS Podcast for Manufacturing Leaders with Jason Zenger & Jim Carr

Welcome to MakingChips - We believe that manufacturing is challenging, but if you are connected to a community of leaders, you can elevate your skills, solve your problems and grow your business. Making Chips is a weekly podcast that will EQUIP and INSPIRE MANUFACTURING LEADERS to succeed in the challenging world of manufacturing. Our mission is for the METALWORKING NATION to Think Differently About Manufacturing In Order to Elevate their Game. Your hosts, Jason Zenger & Jim Carr, own manufacturing businesses and interview other leaders in the metalworking, machining, fabrication, tooling and machine tool industries. We have interviewed successful manufacturing CEOs you may have not heard of and also the biggest names in manufacturing like Titan Gilroy from Titans of CNC, John Saunders from NYC CNC, Mark Terryberry from Haas Automation and others from MakerCast, Sandvik Coromant, Autocrib and more. Think of us as your virtual community of manufacturing peers to help solve your toughest problems and grow your business. "Making Chips has provided a transparent approach to sharing within the manufacturing community and a modern platform to do so. Thank you both for taking the lead on moving our industry segment forward!" Patricia Miller - CEO & Visionary (Matrix IV) I really think what you guys are doing is a great, great thing for manufacturing. I have learned so much already from many of your episodes, and am so thrilled to have met people that get as revved up about manufacturing as I do! Cassandra Haupers – Vice President of Operations (Swiss Precision Machining) I love being able to experience what manufacturers are doing to promote culture and engage their team members and community. All of us are smarter than one of us. That is why I am part of the Making Chips tribe. Barry E. Walter, Jr. – Chief Operating Officer (Barry E. Walter, Sr. Co.) Finally, relevant manufacturing media that is actually entertaining! Dietmar Goellner – Chief Executive Officer (Advanced Machine & Engineering / Hennig) The more manufacturing companies we can get to think this way, the stronger our industry will be. Thank you for sharing! Jess Giudici – Manager, Talent and Culture I’m thankful to you for creating MakingChips for the Metalworking Nation so that Owners / Employees can strengthen their companies. Phil Sponsler – President (ORBITFORM) I love the podcast! It really serves to fill a void in the manufacturing world. I will admit I always feel a little more inspired. Jason Falk – Senior Application Engineer, CMTSE (HURCO) Thanks to all the great info on your podcasts and the website. Dave Lechleitner – Director of Solutions and Product Marketing (KEYEDIN) I really love what you guys are doing to advance the mfg industry in a way that really reaches the right audiences. Jeff Rizzie – Senior Manager-Business Development (Sandvik Coromant)
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Jul 14, 2020

When it comes to managing a sales team, it’s important not to confuse efforts with results. In this episode, co-host Nick Goellner draws on his experience as AME Sales & Marketing Director to discuss key sales results and metrics as they relate to manufacturing sales team management, customer service, and marketing efforts.

 

Segments:

  • Co-host Jim Carr discusses what is keeping him positive at work right now. (1:37)
  • Nick gives a Boring Bar update, announcing staff changes and new employment opportunities. (2:37)
  • Co-host Jason Zenger gives a business update and introduces the topic of journalistic integrity. (4:49)
  • The guys discuss this week’s manufacturing news regarding U.S. manufacturing hitting a 14-month high. (8:47)
  • The guys introduce this week’s topic of sales and the impact it has on manufacturing businesses and how sales are managed at each business
  • Nick explains his four types of sales management: territory, account, opportunity, call; and defines sales force enablement and how it can improve a team. (16:32)
  • Nick provides details on the types of sales meetings he uses, including the frequency, order of operations, and desired outcomes. (20:19)
  • The guys discuss utilizing the CRM (22:20) 
  • Nick explains the difference between group vs one-on-one meetings at AME and provides details about performance criteria including: new business development, key account management, brand building. (29:33)
  • Nick defines his expectations of what it means to be a brand builder and explains how he evaluates his sales team, including factors he uses to adjust compensation. (36:40)

Mentioned on the Show:

CRM

Hubspot Salesforce Integration

“U.S. manufacturing activity hits 14-month high”

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