My guest today is Keith A. Bradt, Owner and Business Development Director for Kallan Sales Development. Here he shares a mix of insight, practical advice and personal perspective on the role of sales in a mold shop.
We discuss the following:
1. How the sales process has evolved in moldmaking and the most effective strategies for navigating today’s empowered, research-driven buyers. We address the shift in buyer behavior, emphasizing the need for proactive sales approaches.
2. The unique challenges mold shop sales professionals face when balancing technical expertise with relationship-building. We explore the dual demands of technical knowledge and interpersonal skills in the moldmaking sales role.
3. The role a well-designed onboarding playbook has in accelerating success for new hires and ensuring it’s tailored to different experience levels. We dive into the importance of structured onboarding and its customization.
4. Strategies to dispel misconceptions about the value of sales in a mold shop and to foster collaboration between sales and production teams. We focus on bridging the gap between perception and reality while improving internal communication.
5. How to measure the success of your sales playbook and training programs and the key metrics that indicate high performance in a moldmaking sales team? He highlights accountability and the importance of aligning training with measurable outcomes.
Sales Tips
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