Sales and Marketing Alignment for Manufacturers: Where Leads Die

Dave sits down with Wes Temple, Director of Growth at Gorilla 76, a B2B agency that works exclusively with manufacturers and industrial technology companies. Wes owns the marketing strategy for every client they sign, which means he has traced a lot of lead flow end to end and found out exactly where it stops. In one case, the leads were arriving, they were logged, they had real six figure values attached to them, and nobody was touching them. This conversation goes at the part of the funnel most manufacturers have never mapped: what happens between a lead landing in the system and somebody actually owning it.

What You’ll Discover:

• Why the fight between marketing and sales exists at all, and what Wes says is really underneath it
• What he found when he traced a client’s lead flow end to end, and the value that was sitting untouched in their CRM
• How a few changes to a sales process can be worth one, two, or three more closed deals a quarter
• The difference between owning a CRM and actually using it to sell
• Why so many manufacturers pay for sales software they never configured to match the way they sell
• The exact sentence a marketing leader can use to open the conversation with their sales leader
• How to route leads, trigger follow up, and run a weekly review that makes dropped opportunities visible
• Why three to five priorities beat thirty, and what happens to the companies that refuse to choose
• Where the cheapest growth in most manufacturing businesses is already sitting, and the exercise that finds it
• What Wes tells people to go do Monday morning, which has nothing to do with marketing at all

If your quotes go out and follow up happens sometimes, or you are about to spend more money generating demand that your current process cannot hold, this conversation is about a gap you have probably never measured. The fix is rarely more leads. It is almost always knowing what happens to the ones you already have.