Ask Kyle on Q&A Monday - Industrial Marketing and Technical Sales

Industrial Sales and Marketing

It’s Monday, and you know what that means - Q&A time with industry sales and marketing expert Kyle Milan!
When it comes to social media for industrial, is TikTok a big deal?
It’s still up in the air whether TikTok will significantly impact advertising your business, particularly in the future. For now, the demographic on TikTok is nowhere near as prime for closing deals as it is on LinkedIn. TikTok, however, serves a purpose as a testing ground for entertainment-type clips. Instagram Reels, Facebook, YouTube Shorts, and LinkedIn cater to a more mature audience where you will likely connect to prospects and their cohorts. Once you have successfully built out your content creation schedule on LinkedIn and other established platforms (whether through your marketing team or an agency like MFG Tribe), see what other similar companies in your space are doing on TikTok, then take the plunge. Remember, don’t neglect daily content on your leading platforms to tread new waters!
What’s the best way to work a trade show when exhibiting?
Get out there and… work it! You may have noticed at trade shows that many sales reps in booths sit there and wait for people to enter. Do the opposite - go out into the aisle, engage with attendees and pull them into your booth. Maybe they’re looking for your product or service, most likely not, and perhaps they’ll never be in the market! But you’ll never know if they’ll close several weeks, months, or a year down the line or know someone who may be privy to what your company offers. So get them into your pipeline. Your booth should be your best foot-forward representation of your company, which extends to you as a representative. Drive forward your value proposition, be prepared, and make the most of your time at the trade show to take advantage of the most underrated way to gain new business outside social media.
If you want to learn more about dominating at trade shows, check out our course at training.technicalsalesu.com
What are some ways to convert marketing-qualified leads into sales-qualified leads?
Marketing-qualified leads (MQLs) are prime for closing. They have gone through enough of the gamut of marketing, advertising, cold-calling, etc., to be familiar with the product or service you offer and may be interested to learn more. The initial conversation has already been made by marketing. This is where the sales team takes the baton of MQLs into sales-qualified leads (SQLs) and does their best to convert them. The best way for sales to close that gap and bring these prospects into a deal is to continue to follow up with them aggressively. Keep warm calling, connect and message them on LinkedIn, and be omnipresent in any way you can to get them to sign up for a calling session and eventually take the plunge into the product or service you are offering.
#industrialmarketing #tradeshowmarketing #technicalsales

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