I recently started a role selling SaaS to SMB manufacturing companies, along with some logistics/transportation/retail companies. In my previous role I prospected to larger financial services companies, which were pretty easy to research for prospecting purposes. Detailed LinkedIn profiles, investor relationships pages on their website that outlined the company's priorities, all that good stuff. Made it easy to figure out what not just their industry cares about, but what prospect Joe Schmoe cares about, so when I would reach out to Joe I have a good idea of what will catch his attention.
I'm finding that many SMB manufacturing companies don't have much internet presence, which is making it hard to research them. Both the companies and their employees don't have a whole lot in the way of LinkedIn profiles, websites, or anything like that. Candidly I'm not even sure what manufacturing companies care about - I know there's obvious answers like "drive more revenue" or "faster production times" that would apply to literally any company, but I'm struggling to find ways to grab the attention of my target accounts. What does this particular company care about? What does their VP of IT or COO care about, beyond the generic stuff every company cares about? That type of stuff.
Anyone here sell to manufacturing companies and have some insight to breaking into them? Are there any common pain points or priorities for manufacturing companies? How do you go about researching these companies when they may not have much internet presence? Any ideas here would be greatly appreciated!
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