PE M&A Activity ↑12.4%│ Industrial EBITDA Multiples 7.2×│ B2B Buyer Trust Index ↓31%│ SEO Click-Through Rate ↓44%│ LMM Deal Volume ↑8.1%│ Sales Hire Failure Rate 67%│ Organic Growth Gap 2.3× plan│ PE Dry Powder $2.59T│ PRESS: Ed Marsh at PE Operating Partners Summit│ DEAL: Midwest controls automation acquired at 7.8×│ PE M&A Activity ↑12.4%│ Industrial EBITDA Multiples 7.2×│ B2B Buyer Trust Index ↓31%│ SEO Click-Through Rate ↓44%│ LMM Deal Volume ↑8.1%│ Sales Hire Failure Rate 67%│ Organic Growth Gap 2.3× plan│ PE Dry Powder $2.59T│ PRESS: Ed Marsh at PE Operating Partners Summit│ DEAL: Midwest controls automation acquired at 7.8×│

Bucking the norm - growing global sales through digital marketing

Growing globally used to be a huge challenge. As an international business consultant I've created an approach to help companies use digital marketing to export

Ed Marsh
Ed Marsh
INDUSTRIAL REVENUE GROWTH
5 MIN READ

Global growth and the Power of Inbound

I recently joined Sebastian Hammer, a Danish digital marketing expert, on his "19 Minute Marketing Podcast" to chat about my approaches to global growth.

Sebastian was a gracious host and I look forward to meeting him in person in Boston in September at Inbound 17 where I'll speak on the power of digital marketing to expand globally. It's actually through Inbound that Sebastian and I connected - he noticed my session on agenda and reached out for a conversation. That led to our two part podcast below.

Denmark, with a population of 5 million, spawns lots of entrepreneurial business growth stories, and many of those are by necessity global growth successes. In contrast, our 350 million domestic US market often makes it easy to grow here without exporting.

But companies have the same global reach via the internet and digital marketing regardless of where they are in the world - and Sebastian and I spent time discussing the incremental approach that I often suggest companies consider in my work as an international business consultant.

The podcast is available below in two episodes.

Episode 1 - Exporting Accidentally

 

Episode 2 - Challenges of Emerging Markets

 

 

If you're intrigued by this incremental approach to exporting, you'll find more detail in this free guide.

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KEY TAKEAWAYS
  • Most complex industrial purchases must clear five separate buying decisions.
  • Decisions 2 and 3 determine whether a purchase happens at all — and most reps don't know they exist.
  • Most big-ticket B2B industrial forecasts are fantasies because they ignore those decisions.
  • Buying teams typically include eight to twelve people.
  • Reps need business acumen — not just product knowledge — to engage decision-makers early.
Ed Marsh
Ed Marsh
Ed was going to be an architect because he loved the nexus of engineering and design. That was before was going to be an engineer; before he graduated from Johns Hopkins; before he was an Army Infantry Officer (Airborne Ranger); before he set B2B industrial sales records; before he was partners with a German capital equipment manufacturer; before he founded a distribution/rep company for industrial products in India; until he decided that managing a business and employees wasn’t what he enjoyed. Now that Ed’s got all of that out of his system he runs a consultancy that helps US manufacturing companies grow by applying process excellence to business development – completing the full circle back to an engineering & design combination. His practice is built on a unique methodology which combines powerful digital marketing methodologies (a HubSpot partner) with his extensive international biz dev experience.
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