Industrial Growth Institute
Ed Marsh is a founder, Army veteran, independent board director, manufacturing marketing expert, and industrial sales leader. He has marketed and sold millions of $ of B2B industrial manufacturing stuff worldwide. Each week on the Industrial Growth Institute, he chats with makers and thinkers, experts and specialists to gather innovative insights, recent trends, and tried & true best practices for B2B business growth. Each episode provides both actionable tips and theory, for everyone from owners and executive management through managers & directors to individual contributors - all in an enjoyable and energetic conversation format.
Episodes
Trust & Relationships Matter in B2B Sales, and every company should be asking whether and how to build an online community in 2025 - Episode 64 of the Industrial Growth Institute Podcast with Chief Evangelist Leslie Greenwood
Summary
Leslie Greenwood joins Ed Marsh to discuss the evolving landscape of marketing and the importance of community building. They explore how community is defined, the necessity of a strategic approach...
When it's time to improve sales management with an upgrade or a new role, fractional sales management may be the answer - Episode 63 of the Industrial Growth Institute Podcast with Walter Crosby of Helix Sales Development
Summary
Walter Crosby joins Ed in the studio this week to delve into the critical role of sales management in driving revenue growth for industrial manufacturers.
They discuss the concept of fractional sales mana...
Corporate development and corporate VC are two important growth levers that many middle market industrials overlook - Episode 62 of the Industrial Growth Institute Podcast with former investment banker and now Deep Tech VC Belinda Ephraim of Tenseur Capital
Summary
In this episode, Ed Marsh and Belinda Ephraim delve into the world of deep tech and venture capital. Belinda, managing general partner at TENSEUR Capital, shares her ins...
How long will economic growth last? Join Michael Feuz for Episode 61 of the Industrial Growth Institute Podcast for more on ITR Economics' explosive prediction of a 2030s depression! Learn what you need to do to prepare your company now.
Summary
Michael Feuz, an economic speaker from ITR Economics, is in the Industrial Growth Institute Podcast studio this week to discuss the current business landscape, sales strategies, and the for...
Does Industrial Automation Complement or Compete Against Skilled Trades in Manufacturing? - Taylor Evans on Episode 60 of the Industrial Growth Institute Podcast
Summary
Taylor Evans joins Ed to discuss the current state of manufacturing and workforce development, emphasizing the importance of talent acquisition, employer branding, and the challenges faced in attracting skilled labor.
They explore the evolution of sales and marketi...
Stop Losing Deals to Buyer Indecision: How to Apply the JOLT Effect in B2B Sales - Ted McKenna on Episode 59 of the Industrial Growth Institute Podcast
Summary
Ted McKenna, coauthor of The JOLT Effect and founding partner of DCM Insights, joins Ed Marsh to dissect why B2B deals often die not from rejection but from buyer indecision. With research showing that up to 60% of complex B2B deals result in no decision, McKenna explains ho...
The Plague of Sales Excuses is Costing You Wins: It's Time for Extreme Ownership of Results in B2B Sales - John Barrows on Episode 58 of the Industrial Growth Institute Podcast
Summary
John Barrows is the CEO of JB Sales and a legendary figure in tech sales. He joins Ed to discuss AI, how B2B sales is evolving, the importance of training and the curse of sales excuses.
John shares insights from his extensive career, emphasizing the...
Mastering Selling the the C-Suite and Shepherding Decisions - Elizabeth Freedman in Episode 57 of the Industrial Growth Institute Podcast
Summary
Selling to the C-suite has never been easy, and it's rapidly getting much harder. How can teams succeed?
Elizabeth Freedman brings years of personal experience selling to the Csuite to the Industrial Growth Institute podcast as she and Ed Marsh discuss the intricacies of executive perform...
Autonomous Deal Execution and the Power of AI Sales Agents - Roi Carmel in Episode 56 of the Industrial Growth Institute Podcast
Summary
Roi Carmel, CEO of Spotlight.ai, joins EdMarsh to discuss the intersection of sales, technology, and the impact of AI on the sales process.
They explore the importance of viewing sales as a core function across all roles, the concept of autonomous deal execution, and how AI can streamline sales p...
Just Sell That Hairy B2B Deal! Gain a Competitive Sales Advantage Through Trade Credit Insurance - Dan Schobel in Episode 55 of the Industrial Growth Institute Podcast
Summary
Dan Schobel joins the Industrial Growth Institute podcast to chat with host Ed Marsh about the often-overlooked topic of trade credit insurance. They explore how this financial tool can mitigate risks for industrial manufacturers while also creating opportuni...
Is Private Equity Good or Bad for American Manufacturers? - Dianna Huff in Episode 54 of the Industrial Growth Institute Podcast
Summary
Diana Huff, a marketing expert focused on American manufacturing chats with host Ed Marsh. They discuss her journey from a background in English literature to industrial marketing, her passion for promoting Made in USA products, and the challenges faced by small manufacturers in the current econom...
Industrial Content Marketing Can't Fake a Genuine Industrial Connection if It's Going to Resonate - Steve Maurer in Episode 53 of the Industrial Growth Institute Podcast
Summary
In this episode of the Industrial Growth Institute podcast, Ed Marsh interviews Steve Maurer, an industrial content marketing copywriter with a rich background in maintenance and safety.
They discuss the evolution of content marketing in the industrial sect...
Manufacturing Talk Radio Quickly Morphed From an Experiment to an Industrial Marketing Juggernaut that Drove 30% Growth in Sales - Lew Weiss in Episode 52 of the Industrial Growth Institute Podcast
Summary
Lew Weiss, founder of All Metals and Forge Group and Host of Manufacturing Talk Radio joins Ed to share his extensive experience in industrial sales and marketing.
Lew discusses the evolution of sales over the decades, his early ...
Avoiding Channel Conflict and Driving Profitable, Sustainable Growth - POV From Both Sides of Sales Channel in Automation and Machinery Sales - - Jean Rabatin in Episode 51 of the Industrial Growth Institute Podcast
Summary
Jean Rabatin, a successful woman in sales and a long-time professional in the automation industry, discusses her journey from selling metal to robotics.
Jean and host Ed Marsh explore the significance of live ev...
From Air Force ICBM Missaleer to Sales Engineer and on to Sales Manager - Mike Miller in Episode 50 of the Industrial Growth Institute Podcast
Summary
Mike Miller is an Air Force Veteran and experienced capital equipment sales engineer. Today, he's a sales manager with a unique background in aerospace engineering and military service.
Mike and Ed discuss the common sales challenges faced by industrial manufacturers, the importance ...
Episode 49 - Eric Rose on How to Turn Innovation Management and New Product Development into a Revenue Growth Superpower
Summary
In this episode of the Industrial Growth Institute podcast, Ed Marsh and Eric Rose, a product innovation expert, delve into the critical role of new product innovation in driving business growth.
They explore the concept of 'market anguish'—the frustrations consumers face with existing products—and how un...
Episode 48 - Josh Gentine on Navigating the Challenges of Family and Business in Family Business
Summary
In this conversation, Ed Marsh and Josh Gentine explore the complexities of family-owned businesses, focusing on the challenges of succession planning, the importance of outside experience, and the balance between preserving legacy and embracing innovation.
Josh's family business and governance insights are built on many persona...
Episode 47 - Jake Meth Puts on His Editor Cap and Coaches on How to Create Effective Thought Leadership Content
Summary
In this episode, Ed Marsh and Jake Meth discuss the evolution of thought leadership and journalism, exploring Jake's journey from traditional media to entrepreneurship.
They delve into the importance of authenticity, the role of a fractional editor in chief, and the challenges of navigating the changing media land...
Episode 44 - Stephen Sears details how industrial manufacturers can extract maximum business value from trade associations
Summary
In this episode of the Industrial Growth Institute podcast, Ed Marsh and Stephen Sears discuss the importance of maximizing trade association memberships for industrial manufacturers.
They explore the multifaceted role of trade associations, the significance of networking, and the evolving value proposi...
Episode 45 - Jim Kraus on why a Killer Buyer Persona Improves Marketing and Sales
Summary
In this episode, Ed Marsh and Jim Kraus discuss the importance of understanding buyer personas and high consideration or complex buying decisions in the industrial manufacturing space.
They explore the need for updated buyer persona frameworks, the significance of empathy in marketing, and the impact of growing buying teams on decision-making.
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