Walt Melcher, the CEO of Bold Value Partners and a guest lecturer at UW-Green Bay since 2018, is later this year coming out with a new book, Bold Value Selling. On this week’s episode of the NEW Manufacturing Insights podcast, he and longtime manufacturing industry leader Hans Bachmeier give their insights on manufacturing sales paint points and possibilities.
“I’ve been studying and researching, how do companies and salespeople best grow revenue? Is there a process that makes sense? Are there certain techniques? Are there certain skill sets, or is it all charisma?” Melcher tells podcast co-hosts Kate Bruns of Insight and Ann Franz of the NEW Manufacturing Alliance on this week’s episode. “I put this system in a book … that helps companies just improve revenue growth in a more logical way that can help profitability along the way. Manufacturing companies have been early adopters, and it’s been great to be able to help them.”
As a manufacturing leader with more than 35 years of experience, Bachmeier tells listeners that Melcher’s advice resonates after gaining a deep understanding of sales pain points over the course of his career.
“As we look to close deals, typically we tend to sharpen our pencil at the end of the process,” he shares, “where that work should have been done well, well in advance. It is one of the quickest ways to erode margin.”
Learn more about Melcher’s approach, including the “three filters” manufacturers should bring to their sales meetings, by listening to the complete Aug. 13 episode on Spreaker, Apple, Spotify, or anywhere you get your audio podcasts. All episodes of NEW Manufacturing Insights are sponsored by Stoke RGA. Learn more about how Stoke RGA is helping Midwest manufacturers at stokerga.com.
