Episode 44 - Stephen Sears details how industrial manufacturers can extract maximum business value from trade associations

Summary

In this episode of the Industrial Growth Institute podcast, Ed Marsh and Stephen Sears discuss the importance of maximizing trade association memberships for industrial manufacturers.

They explore the multifaceted role of trade associations, the significance of networking, and the evolving value propositions that associations must offer to retain members.

The conversation explores various topics including:

• the challenges of engaging different generations
• the need for effective marketing strategies
• the critical role of advocacy in navigating regulatory changes.

Stephen shares insights on how associations can adapt to the changing landscape and continue to provide value to their members. He sees value in professional development, grant opportunities, networking, and aggregating knowledge.

They discuss the importance of engagement in associations for career growth, the challenges of navigating multiple memberships, and the overlooked value of collaboration within the industry. The conversation also touches on the impact of AI, the future of trade associations, and the critical need for skilled labor in manufacturing.

Takeaways

• Trade associations help industries do what they can't do alone.
• Networking is a key benefit that members often overlook.
• Engagement is essential for members to extract value from associations.
• Associations must evolve their value propositions to remain relevant.
• Face-to-face interactions are crucial for building relationships.
• Marketing strategies in the industrial space need improvement.
• Advocacy efforts are often unrecognized but vital for member protection.
• Generational differences impact how members engage with associations.
• Associations must adapt to technological changes and communication preferences.
• The regulatory landscape is constantly changing, requiring proactive advocacy.
• Engagement in trade associations can significantly enhance professional development.
• Networking opportunities at association meetings can lead to job prospects.
• Associations play a vital role in helping members navigate grant opportunities.
• Younger professionals can gain valuable insights by participating in working groups.
• Investing time in association activities is crucial for maximizing benefits.
• Trade associations can help members understand industry trends and statistics.
• Manufacturing careers are evolving and require adaptability and continuous learning.
• AI can streamline processes but should not replace human expertise.
• The future of trade associations may involve new technologies and approaches.
• Collaboration within the industry can lead to better outcomes for all members.

Takeaway Quote from Stephen Sears

• "They are your competitors 360 of the other days of the year, but for these five days, they're your colleagues."

Check out Stephen's website.

LinkedIn: Stephen Sears and Ed Marsh

Twitter: Ed Marsh

Instagram: Ed Marsh

YouTube: @eifsindustrymembersassocia5665 and @EdMarsh

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Episode 43 - Industrial Sales and Marketing are Undergoing a Massive Change, and Ed Marsh explains why manufacturers need to adapt.

Summary

In this episode, Ed Marsh discusses the secular changes occurring in B2B buying and their implications for industrial marketing and sales.

He emphasizes the need for adaptation in response to gradual shifts in buyer behavior, driven by technological advancements, the internet, and the impact of COVID-19.

The conversation explores the evolution of marketing and sales, the changing dynamics of decision-making processes, and the challenges faced in digital marketing.

Ed advocates for a rethinking of marketing strategies and a transformation in sales approaches to meet the demands of today's buyers and ensure future success.

Takeaways

• Secular changes in B2B buying require adaptation in marketing and sales.
• Understanding the difference between cycles and secular trends is crucial.
• The internet has fundamentally transformed how buyers seek information.
• COVID-19 accelerated the adoption of digital sales and marketing technologies.
• Decision-making in companies has shifted to committee-based processes.
• Buyers are overwhelmed with content and prefer un-gated information.
• Traditional SEO and content marketing strategies are becoming less effective.
• Sales teams need to build relationships rather than just react to inquiries.
• Investing in training and development for sales teams is essential.
• Companies that adapt early will gain a competitive advantage.

Takeaway Quotes from Ed Marsh

• "Waiting for buyers to find us is futile."
• "Buyers are overwhelmed with content."

LinkedIn: Ed Marsh

Twitter: Ed Marsh

Instagram: Ed Marsh

YouTube: @EdMarsh

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