Inductive Automation Blog

21. Creating Leads

Lauren and Shay have Director of Marketing Doug Dudley back again for a conversation about creating leads. Doug will talk about how to get more sales leads by working with your existing customer base, growing your local network, leveraging your website, and expanding awareness with great content. We hear tips on maintaining current customers, discovering new leads, building up your reputation, and finding new opportunities to solve problems and ultimately grow your business.

20. Building Your Brand

Lauren and Shay bring back Director of Marketing Doug Dudley to share another important aspect of marketing, which is building your brand. Doug discusses what a brand is, how to build your brand, defining a brand promise, the power of brand awareness, and how to spread your brand. We learn about the ways that customers talk about your brand and ways to build trust. Doug shares practical strategies that businesses can use internally to keep their brand promise and create a positive experience for customers with every interaction.

13. The High Road

Lauren and Shay are sitting down with Co-Director of Sales Engineering Kevin McClusky about how and why we take the high road when selling Ignition. Kevin explains why a big piece of our values is not comparing ourselves to the competition and not speaking poorly of competitors. Kevin shares how you take the high road when a customer is insisting on a comparison. We learn how to remain truthful and positive, stay in an educational mindset, direct the conversation, and focus on the solutions that Ignition provides.

12. Differentiating Factors

Lauren and Shay welcome back Senior Account Executive Vannessa Garcia about what separates Ignition and Inductive Automation from the competition. Vannessa shares her experience working with a competitor and selling Ignition today. She discusses the importance of educating customers who already have software systems in place, and understanding their needs. Vannessa talks about the pain points that come up over and over during conversations and ways to resolve those with the workability, time, and money solutions that Ignition provides. She also goes through IA’s software comparison chart.

10. Handling Objections

Lauren and Shay have invited Director of Sales Melanie Hottman to discuss handling objections from customers when selling Ignition. Melanie says to view objections as an opportunity to connect with the customer, understand their frustrations, and ultimately find a solution for them. Melanie covers the common concerns that come up during a sales call including budget issues and timelines. Melanie shares ways to resolve technical concerns, get the customer motivated, and build trust. Hear her recommendations for customers requesting a proof of concept or real-world validation. Learn to do your homework on a customer, use your best judgement, and make them remember you.