Engineering sales: Square pegs in round holes?

The belief that relationships drive sales in the engineering industry is outdated.

Tune in to hear Mark Rathore discuss a modern approach to engineering sales, where laser-focused problem-solving and leveraging past successes for credibility take centre stage.

We share insights on how advancements in transportation, automotive, and renewable energy are not only transforming industries but also improving human lives.

Plus, we’ll touch upon the concept of "flattening the curve" in engineering sales and how engineers can capitalise on their problem-solving skills to excel in marketing their innovations.

Understanding revenue distribution and client management is crucial for engineering and manufacturing businesses.

This episode illuminates how visualising revenue spread through graphs can uncover that a large portion of revenue often comes from a small set of clients.

We address the balancing act of maintaining loyalty to long-term clients while attracting higher-value prospects.

We also examine the common pitfalls businesses face after initial growth and offer strategies to sustain momentum and mitigate risks, ensuring the longevity of their success.

Finally, we discuss the importance of emotional drivers in motivating small businesses to grow beyond their comfort zones and share personal anecdotes on how fear of losing their current lifestyle can spur engineers into action.

-------- EPISODE CHAPTERS WITH KEY POINTS ---------

(0:00:00) - Modern Engineering Sales Approach

Engineering sales are driven by problem-solving, credibility, and urgency, with a focus on advancements in transportation, automotive, and renewable energy.

(0:05:55) - Scale Strategies for Growing Businesses

Visualising revenue spread and client spend, balancing loyalty and growth, and reaching initial milestones in engineering and manufacturing businesses.

(0:15:03) - Scaling Success Through Pipeline Management

Comfortable lifestyle can hinder growth in small businesses, but fear of losing it can drive change.

(0:24:50) - Revolutionising Engineering Sales Techniques

Engineers with technical expertise and successful project histories face unique challenges when thrust into sales roles, but can leverage their problem-solving abilities to excel.

Connect with Mark

LinkedIn:  https://www.linkedin.com/in/markrathore/

Watch Mark’s Bell Curve Video:  https://www.paage.io/c3vulll

Follow me

https://linktr.ee/fredcopestake

Take the  Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/Mu2DzZWkCHE