The Thomas Blog

Frustrated-seller
Sales

Top 3 Pitfalls for Industrial Sellers

Over time, sellers learn that not all customers are created equal, and some customers are more difficult to sell to than others.

That's because the industry is evolving and the buyer’s journey of an industrial customer is changing along with it. As an industrial business, how are you managing these changes — are you keeping up internally, or are you facing roadblocks when it comes to connecting with the right buyers and closing your sales?

In this post, we discuss three common pitfalls industrial sellers experience, important things to remember about the industrial buying and selling process, and how to make sure you're on the right track to closing those deals.

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enterprise-iso-standards
Business Tips

How To Make It On Your Industrial Buyer's Shortlist

As you know, industrial/B2B buyers looking to establish a long-term relationship with your business may vet you quite thoroughly. This could include visiting your facility, checking your finances, talking to customers and more.

However, before they get to that point, today’s buyers prefer to evaluate suppliers anonymously, then create a shortlist of potential partners before contacting them for further vetting.

Of course, evaluating you anonymously as they create their shortlists means learning as much as they can about you online. This blog post will help you make sure your online presence doesn’t have any holes that leave you short of making those shortlists.

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Engineer
Engineering

3 Unlikely Places To Connect With Engineers Online

As a manufacturer, you deal with many different types of buyers — procurement pros, purchasing agents, MROs, general managers, etc. However, perhaps no type of buyer is more valuable — and more desirable — than an engineer.

That’s because engineers aren’t concerned with pricing and contracts, they care about the nitty-gritty — form, fit, and, function. If you can meet their needs, you can increase your chances of getting spec’d into designs and recommended for projects. However, too many manufacturers sit around and wait for RFPs to roll in before they concern themselves with meeting the needs of engineers. By that time, however, it’s already too late. You need to continuously and proactively build connections with engineers to understand more about them, to speak their language, and to position yourself as a proven, trusted partner.

Where can you make those connections? All across the web. In this post, we’ll explore the unexpected — and overlooked — places across the web where you can connect with engineers.

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The Must-Haves On Your Company's About Us Page
Website Design

The Must-Haves On Your Industrial Company's About Us Page

An inbound marketing strategy needs to provide compelling copy on your website to persuade an action from your audience. A perfect place to do so is on your company's About Us page. This is where you share your story — what makes your business unique, trustworthy, and valuable as a partner. The About Us page should be easy to navigate with content that is informative, useful, and overall engaging — but too often, this page reads like an afterthought.

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Thomas Platform
Sourcing

10 Stats You Didn't Know About Thomas

Industrial buyers are typically 70% of the way through their purchase decision process before they reach out to a supplier.

If you are a manufacturer trying to grow your business, this is an eye-opening, game-changing stat. It means that the buyers you want to do business with — the ones you need to connect with in order to grow your company are researching, designing, evaluating, shortlisting, and, ultimately, making their purchase decisions online, all with very limited interaction with your sales people.

How, then, can you forge the connections you need while staying top of mind throughout the long and complex buying process?

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Red Small Flag with House Icon on a Map Background with Selective Focus.
Business Tips

Top 6 Benefits Of Local Sourcing

In today's increasingly global business landscape, it's no secret that many manufacturing and industrial businesses maintain supply chains that stretch all over the world.

However, what may be a secret is just how much procurement professionals would prefer to source locally instead.

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Refractory
Manufacturing and Industrial

What I Learned Growing Up In Manufacturing: From Sales To President Of Onex

Onex got its start in 1966 as a refractory distributor for the foundry industry. As the industry declined in the 1980s, Onex began expanding its product offerings by manufacturing precast shapes, installing refractory materials and partnering with vendors to build furnaces.

Today, Onex is a “one-stop shop” for industrial furnace needs offering both refractory and combustion services as well as designing and building new, custom furnaces.

Meet Ashleigh Walters, President of Onex, a second-generation family-owned and women run business. Walter's experience in the manufacturing sector dates back to 2000 and she has shared her journey through industry. 

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