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Evan Lamolinara
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B2B sales reps and marketers have had to make a variety of adjustments. The pandemic has put ‘business as usual’ on hold, sending many people home to work. This ‘New Normal’ is causing sales and marketing to figure out new ways to uncover potential sales opportunities. We asked Evan Lamolinara, President of SalesLeads to give us some insights into selling in a time of crisis. Continue reading
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In the material handling industry, sales tactics can be classified as either soft or hard, depending on what they encompass. Seasoned sales reps often use both types of tactics to engage with prospects, it all depends on what the situation warrants. Soft selling is a more personal approach or subtle persuasion, whereas hard selling is a more direct approach. Unless you're familiar with these two main categories of sales tactics, though, you might be wondering how they differ. Below, you'll learn more about the nuances between soft selling and hard selling in the supply chain and logistics industry. Continue reading
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When communicating with material handling prospects, it's important to ask the right questions. If you ask unnecessary questions -- or if you don't ask any questions -- you won't be able to gain insight into their unique needs. As a result, you'll experience greater difficulty when selling your material handling company's products or services. So, what type of questions should you ask buyers? Continue reading
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Research by SalesLeads’ experienced industrial market research team, shows 140 new planned Distribution and Supply Chain industry project opportunities tracked during the month of January. Planned industrial project activity within the sector decreased by 2% from the previous month. Continue reading
Are you targeting operations buyers with your company's sales strategy? According to a recent study, approximately 21% of the average company's budget is consumed by operations buyers. Are you maximizing your sales efforts by selling your product or service to the right operations buyer? Continue reading
When researching ways to promote your industrial B2B company, as well as its products or services, you'll probably come across direct mail. Also known as advertising mail, it involves the use of promotional mail that's delivered to a buyer's address. With the rise of email in recent years, however, you might be wondering if direct mail is still effective or is it old news. Continue reading
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Research by SalesLeads’ experienced industrial market research team, shows 144 new planned Industrial Manufacturing industry projects tracked during the month of December. The following are selected highlights on new Industrial Manufacturing industry construction news. Continue reading
Regardless of what your supply chain and logistics company sells -- products, services or a combination thereof -- the number and quality of leads you generate will influence its level of success. Supply chain and logistics companies that invest more time and resources into lead generation will obviously outperform their counterparts that invest less time and fewer resources into lead generation. Let’s review why consistently generating quality sales leads keeps the business moving forward. Continue reading
Now that 2020 is here, use this opportunity to plan or tweak your supply chain or logistics company's sales strategy, if you haven’t done so already. Sales tactics that worked in the past may no longer work in 2020. With each new year comes new sales tactics that fuel supply chain or logistics companies' growth. By using these sales tactics in your B2B company's operations, you'll attract more new customers and generate more sales leads, thereby setting the stage for a successful new year. Continue reading
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Research by SalesLeads’ experienced industrial market research team, shows 431 new planned industrial projects tracked during the month of November. Continue reading
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Research by SalesLeads’ experienced industrial market research team, shows 149 new planned Distribution and Supply Chain industry project opportunities tracked during the month of November. Continue reading
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With 2020 right around the corner, there's no better time than the present to reevaluate your material handling company's sales strategy. Sales tactics that worked in the past may longer work in 2020. As we approach the new year, you can expect to see several innovative sales tactics being used. Below is a list of some of the top sales trends that will define 2020. By leveraging these trends in your logistics or supply chain company's sales strategy, you'll kick off the new year on the right foot. Continue reading
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Are you tracking the right key performance indicators (KPIs)? Some logistics and supply chain companies pay little or no attention to KPIs. Instead, they focus their time and attention strictly on generating sales. While sales volume itself is a KPI, there are several other KPIs that can help you streamline a more effective sales and marketing process. So, what KPIs should you track for supply chain and logistics sales and marketing exactly? Continue reading
Weakening economic indicators have stopped business owners and sales managers in their tracks. They are taking a step back in order to revisit their sales and marketing strategies for 2020. Analyzing two years’ worth of data from the Business Confidence Index, it indicates that the economy has consistently trended downward month after month. Read the rest now... Continue reading
Are you tracking the right key performance indicators (KPIs)? Lots of material handling companies such as supply chain and logistics companies pay little or no attention to KPIs. Instead, they focus their time and attention strictly on generating sales. While sales volume itself is a KPI, there are several other KPIs that can help you create a more effective, as well as successful, material handling company. So, what KPIs should you track for sales and marketing exactly? Continue reading
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Research by SalesLeads’ experienced industrial market research team, shows 70 new planned Cannabis and Medical Marijuana projects tracked during the 3rd quarter of 2019. Planned industrial project activity within the sector increased by 18% from the previous quarter, and is up 57% YTD over the previous year. The following are... Continue reading
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Research by SalesLeads’ experienced industrial market research team, shows 157 new planned Distribution and Supply Chain industry project opportunities tracked during the month of September. The following are selected highlights on new Distribution Center and Warehouse construction news. Distribution and Supply Chain - By Project Type Distribution/Fulfillment Centers - 39... Continue reading
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Is account-based marketing (ABM) part of your material handling company's sales strategy? According to a survey conducted by Altera Group, an overwhelming number of B2B sales reps (97%) said ABM delivers either a somewhat higher or much higher return on investment (ROI) than traditional outreach tactics. As a result, it's become an increasingly popular way for material handling companies to connect with their target audience and sell their respective products and services. To effectively use ABM in your company's sales process, though, you must understand how this tactic works. Continue reading
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You can't expect every lead or prospect whom you call to answer the phone. Because supply chain and logistics buyers consist of operational and managers, they are often busy running into meetings. As a result, some sales leads and prospects won't answer the phone when you call. Even if a sales lead or prospect doesn't answer, though, you can still leave him or her a voicemail. Voicemails can be effective if done right. Continue reading
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Research by SalesLeads’ experienced industrial market research team, shows 191 new planned Distribution and Supply Chain industry project opportunities tracked during the month of August. Continue reading
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Research by SalesLeads’ experienced industrial market research team, shows 146 new planned Industrial Manufacturing industry projects tracked during the month of August. Continue reading
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Cold calling offers a low-cost, time-tested way for logistics and supply chain companies to acquire new sales leads and generate more sales. Even if you currently use other lead generation methods, your logistics and supply chain company can still benefit from the use of cold calling. I know that you... Continue reading
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How long does it typically take your material handling or supply chain company to convert a sales lead into a buyer? While some leads will convert during the initial conversation, most require nurturing. Statistics show, in fact, that it takes sales reps an average of five to seven touch points to generate interest, enough to enter the sales funnel. If your material handling or supply chain company suffers from a long sales cycle, you can expect lower sales revenue. The good news is that there are ways to expedite and shorten your material handling / supply chain company's sales cycle. Continue reading
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Research by SalesLeads’ experienced industrial market research team, shows 57 new planned Cannabis and Medical Marijuana projects tracked during the 2nd quarter of 2019.Planned industrial project activity within the sector decreased by 14% from the previous month, but is up 65% YTD over the previous year. Continue reading
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Research by SalesLeads’ experienced industrial market research team, shows 199 new planned Distribution and Supply Chain industry project opportunities tracked during the month of July. Planned industrial project activity within the sector increased by 16% from the previous month, but is down 35% YTD from the previous year. Continue reading