The Manufacturing Executive
The Manufacturing Executive

Episode · 1 year ago

Getting Clear About Thought Leadership w/ Bill Sherman


The term thought leadership has gotten tossed around a lot the last few years. But what exactly does thought leadership mean? Does it simply imply that you write a blog or that you spoke at a local Chamber of Commerce event? Or is thought leadership something more than that? How did you become a thought leader anyway?

On this episode of the podcast, I invited Bill Sherman, COO and thought leadership practice lead at Thought Leadership Leverage. Bill helps clients who want to use thought leadership whether it's to fill a sales pipeline or influence how people think and act.

Bill and I talked about:

  1. The four elements of thought leadership
  2. How thought leadership can impact your organizational and personal brands
  3. Why people struggle with content insecurity 

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An idea is short, it's simple, but it allows you to take the skill and then that idea is supportedthrough content, data, examples, stories, customer success stories. Those bring theidea to life and they help people understand. What does it matter tome? How will it help me the problems I'm trying to solve? Welcometo the manufacturing executive podcast, where we explore the strategies and experiences that aredriving midsize manufacturers forward. Here you'll discover new insights from passionate manufacturing leaders whohave compelling stories to share about their successes and struggles, and you'll learn frombe tob sales and marketing experts about how to apply actionable business development strategies insideyour business. Let's get into the show. Welcome to another episode of the ManufacturingExecutive podcast. The show is being brought to you by our sponsor,codinis part solutions. I'm Joe Sullivan, your host and a cofounder of theIndustrial Marketing Agency guerilla seventy six so my wife Julie over here is quite afew of my work conversations these days, seeing that, like many, I'vebeen working plenty from home in two thousand and twenty and as someone who's spentmost of her adult life as a classroom teacher, she loved, of spoking fun at all the business lingo that naturally pops up in these conversations.Julie, did we ever, land on a decision about who's taking grace tosaccer practice tomorrow? Oh, thanks for inquiring, Joe. Let me checkmy agenda and then I'll circle back by EOD and shoot you an email regardingmy capacity. Okay, so maybe I'm guilty of a little business jargon fromtime to time, and one of those terms that Julie has actually made funof me for on more than one occasion because, frankly, I use itoften, is the term thought leadership. Thought leadership is a term that's beenthrown around more liberally in recent years, but what exactly does thought leadership meet? Does it simply imply that you create content in your industry, that youhave a blog on your website, or maybe that you spoke at a localchamber of Commerce event in your town a few years ago? There's thought leadershipsomething more than that. And how do you become a thought leader? Anyway? Well, Julie and everyone else listening, that's our topic. Today thought leadership, and our guest is someone who's built his career around that exact topic. So let me take a moment to introduce Bill Sherman. Will helps peopletake their ideas to scale through thought leadership. He's spent twenty years in the field, working with world class business thought leaders and fortune five hundred organizations.Thought leadership helps people see around corners. As the COO of Thought Leadership Leverage, Bill helps clients who want to use thought leadership, whether to fill asales pipeline or influence how people think and act. Bill is considered one ofthe leading voices in the area of organizational thought leadership, that is, thepeople who create, curate and deploy thought...

...leadership to help their organization reach itsgoals. He hosts the weekly podcast titled Leveraging a thought leadership, where hetalks shop with people who are doing thought leadership work inside their organizations. Bill, welcome to the show. Hi, thanks, Joe So build. We'vedone a few episodes around content marketing and mostly we've focused on the idea ofpulling insights from your experts brains and turning them into content. But what I'velearned from your teachings is that thought leadership is about more than just content.In fact, content is only one of what you call the four elements ofthought leadership. So I'm wondering if you could start by defining for this audiencewhat exactly thought leadership is. Absolutely so, when I think about the leadership,I think about it from what you described as the four elements, andthey are ideas. You need to have a clear idea. Usually it's onlya sentence or two in length. It's something short and simple. I sometimeshear people say hey, I've got an idea and they go on and onfor ten or fifteen minutes. That's not an idea, that's a story,possibly a shaggy dog story. Right, and idea is short, it's simple, but it allows you to take the scale. And then that idea issupported through content, data, exact amples, stories, customer success stories. Thosebring the idea to life and they help people understand what does it matterto me? How will it help me the problems I'm trying to solve?And then offerings. How are you packaging this idea? How are you makingit accessible to others? And that could be a podcast, it could becat drawings, it could be a Webinar or workshop, paid or unpaid,it doesn't matter. Sometimes money changes hands for an offering and sometimes you're givingan offering, a leadership, away for free. And the last and perhapsthe most important in bb marketing is platform, and I'm not talking about software technology, while I'm talking about is imagine two people are sitting down at acoffee shop and one of the knows you or your organization and the other onehas a problem that they're trying to selve and your organization would be a perfectit. But they have to first recognize the pain point of the person thatthey're listening to and then be able to describe in a very short way whyyour organizations ideas solve their problem. You might think about like the elevator pitchaccept it focused on ideas. It's what ideas are you bring to the table, and where I find a lot of organizations trip themselves up is they don'thave a platform or they're not clear on what their ideas are. Yeah,I see the same thing for sure. Well, and you wrote a greatlittle ebook titled The four elements of thought...

...leadership. You kind of just touchedon some of those, but that's something I would encourage people to take alook at will make sure to link to that in the show notes. Whatkind of impact can a thought leader position in a manufacturing leaders respect of industryniche help them accomplish, and can you speak to both the potential impact onthe company but also on the personal brand of that individual? Yeah, sogoing back to your wife's question on what's the difference between the leadership, isit just a business jargon and Buzzword? The terms spent around for about ahundred years, and here's one of the ways that I distinguished it between personalbranding and thought leadership. Personal brand puts you on stage. You might beknown as prompt or creative, a problem solver, easy to work with,etc. Right, but you're standing on stage in the spotlight for personal bringingfor thought leadership, you're putting the ideas on stage. They're shining the spotlighton them and attracting attention. So, in terms of what thought leadership canachieve, you mentioned a little bit in the Intro, but let's unpack alittle bit more. Thought leadership can help you fill a sales pipe one andso if you're looking over the next quarter and you're saying, how are wegenerating leads and opportunities. Thought leadership works a little bit differently than content marketing, although there is some overlap. Okay, to help fill a sales pipe one. The second thing you can do is use it to sustain a conversationwith someone. Want a sales conversation would be awkward or even inappropriate. Okay, so imagine you've got a buyer with a very long sales cycle, right, and you can't send your sales team there month after month to say hey, are you going to buy? Right? At some point buyer will look andgo stop bugging me, right, you've got nothing to new to addthe conversation. Thought leadership allows you to stay engaged, getting them to thinkabout issues, because what thought leadership is about is around, seeing around cornersinto the future, see either a possible risk or an opportunity, right,and then you bring that information back. So if you're doing thought leadership,you're having an opportunity to continue that, say that conversation when it's not asales conversation. And then finally, influencing how people think and act. Youmay want to help persuade your employees as to what the future will look likeand get them on board for the vision of the future, or you maybe trying to persuade your industry, vendors, suppliers, even your customers and prospects, and saying here's what we need... do because this is right,this is the future. Those are three ways thought leadership can be used.It's great night. Look we why do you see when you see somebody doingit really well, like somebody is truly becoming a thought leader and earning thatposition? What's the impact that you see? You know what changes for the organization? So let me call out something that is important. Thought leader isa title that is generally given rather than one you describe yourself APPS. Sothat's why you'll hear you know, a conversation about thought leadership is different thanif you stand up and say I am a thought leader. You can sounda little obnoxious if you're saying I'm a thought leader right. So, interms of the impact with that, what you see from individuals is when you'resharing insights, you attract attention and thought leadership today is a two way conversationrather than a one way conversation, and so one of the things that Ithink is important is when we talk about leaders ship in general. It's oftenwe talked about accountability. We're, as leaders, accountable to the teams thatwe leave their trusting us to guide them. That same concept transfers over pretty nicelythe thought leadership. When you're doing it well, people look to youand they're looking for insights. Because people are busy, they're often focused onday to day tactical they only get a sliver of time to focus on what'snext in the future and if you become someone they trust it's bringing good insights. Then you build a deeper relationship, which accelerates anything that you might wantto do with the one concept you've talked about in your work that really strucka chord of me, because I've seen this from people that I've consulted onthe topic of content and thought leadership, is this idea of content insecurity which, as I've my understanding from what I read from some of your own contentwas that it's the we're basically talking about imposter syndrome. What what makes mequalified to write this when you know a company that's ten times my size ispublishing similar insights? Can you touch on this concept of content insecurity and whyso many individuals and also just organizations in general struggle with it. Yeah,so it's something that I see very often, both within individuals and organizations, andit's let's break it down. So Imposter Syndrome is, if is whenyou feel like you're in the room and you're like, what do I do? Do I deserve to belong here? Right, why is anyone listening tome? And it's sort of like personal brand that it focuses on you asthe individual or the person conveying the message.

Why would anyone listen to me?Content in security focuses on the message itself. Is it good enough?And I see a lot of individuals and organizations with a lot of great ideasto share, but what they do is they hang on to them and they'relike, okay, yeah, it's a good idea, but it's not readyfor prime time. I won't share that with my clients or I won't speakat the industry event because they set this incredibly high bar. And what Iwould say with content in security is it creates a form of paralysis, notthat it's stage fright, but you're worried about the idea. Is it readyto share? So what I actually emphasize is it's better to put ideas outthere and invite feedback and criticism and you say, Hey, here's what we'reseeing, here's what word thinking. Do you agree, do you disagree?One of the things that thought lairship is really good at is creating opportunities forcotton deep conversations and even market intelligence. And so if you put it outthere and it's okay to put a copy off and say here's what I've beenthinking about, show me where I'm wrong. Or do you agree or disagree?Let's talk one of my missing right, you create an opportunity that you canengage people at a much deeper level and it can resonate much more powerfully. And so the cure to content in security is just do it. Getout there and accept that, yeah, you don't have an idea a hundredpercent, but seventy percent or sixty percent is often just fun. I lovethat. I mean, you know, this idea that you're welcoming people intothe conversation is so important because I think when you think of thought leadership andbeing an authoritative voice, I think probably a lot of people's heads go tookay, I need this, needs to be perfect. It can't be.There can't be any mistakes in here. They can't be any questions that thisis right. This is just the final word, and I think that's probablywhat causes the paralysis, is because the people know they're going to be judgedfrom the moment they put out an inside so they better. You know,they're thinking of the size. I've had to be really confident that this isexactly right and and you know I can. I can stand behind this. Butif you just do the simple thing that you suggested, Bill, youknow, tell me where I'm wrong or you know what's what are your thoughtson this? Because this is what I'm seeing now. You're you're positioning yourselfthat you're still sharing these really important, smart insights, but you're you're invitingpeople into the conversation, you're creating a dialog. Now you're an approachable personas opposed to somebody who is just positioning themselves as a know at all.Such a better way to do it well, and one of the things that Ithink about, and I use a metaphor a lot, about ideas isalmost metal, and that you wind up...

...forging it right and that you've gotto hammer it and beat it into the shape that you want, and soa idea doesn't become that hundred percent polished just by you sitting there thinking greatthoughts, or your subject matter experts. They'll take it some distance, butthe way the idea really gets forged, and then, if you want toput an edge on it as well and be really, really sharp, isit needs that interaction with other people so that other people from different purpose offectives look at it and say, here's something that I see. Have youconsidered? If you don't get those perspectives, you're going to always feel the ideaisn't perfect because you're only looking at it through a limited lens. Youwant to invite other people to help you really beat it in to shake totally. You know, it's interesting to hear you talk about this too, becausemy head goes right away to linked in or see some of these online platformswhere social media platforms that give you the opportunity, you know, with Linkedin, for any given post, you've got one, three hundred characters right tobe able to say something which is a pretty. That's a pretty you gotto be pretty concise. They're like it's enough to say something, not aHiku, but it's still pretty yeah, exactly. And what I love aboutlinked in because I've really embraced the platform over the last year so and it'swhere you and I discovered each other. But you know, it gives youthat chance to do exactly what you're talking about. It's just to take aninsight, something that's in your brain and put it out there and invite peoplein the into the conversation and and get their reactions. Like some of thebest content that I've written over the last year has been a direct result ofsomething that got a ton of engagement on Linkedin. I'll post things that Ithink are going to blow up and they call fall completely flat, but Ilearned from that. And then I'll post something that might have just been sortof, you know, a thought or idea. You know, it's usuallyit's related to industrial marketing strategy, since that's sort of my expertise. Butand you know, it gets fifty, a hundred comments, it gets,you know, a bunch of likes. It's just circulating like crazy, andthen I know, okay, now I'm onto something here, like this issomething people care about, and then I'll go produce a video about it oror some longer written piece of content on our blog or by email or something. But if I, if I hadn't just, you know, as it'slike seth go to always says, shipped it right. Just if I hadn'tjust put that idea out there, I never would have had the opportunity tosee people react to it and learn what's actually engaging to them and what's not. So I don't if you have any thoughts to add to that. Do. There's a couple little at so and I think linkedin is great platform this. There's and I talked about all leadership being to a communication. It usedto be in the old days thought leadership...

...was you wrote a book or youdid a big white paper, you put it out into the world and peoplesort of bowed to your brilliance. Right. That's not the case in two thousandand twenty and going forward. It's a two way conversation. So,for example, it is very common that you see a post that you know, you look at you go hey, that's pretty smart. you start writinga comment and that starts something inside of your head. You get this thegerm of an idea and then somewhere halfway as you're doing a comment, morethan well said, or that's cool or something like that. But you findyourself writing a couple sentences and then maybe a paragraph and you're like, Oh, I've got an idea here. That turns into a Lincoln Post on yourown and then that person looks and goes hey, you built on my idea. It becomes this back and forth conversation and then you can test which onesblow up, which ones do people lean into and the they'll show you theirperspectives. Sometimes they're using different terms or different person needs and it's great inthe Commons to say Oh, I didn't think of that. How do yousee it? And people will sure it's a fantastic way to get marketing intelligence. We're going to take a thirty second breather here for a word from oursponsor, cadinis part solutions. Let's talk real quick about getting specified. Areyou a component manufacturer? Maybe you sell architectural products to parks or large facilities. Engineers and architects need models of your products to test fit in their designs. That's where cadenis comes in. They help you create a dynamic, shareablecad catalog you put on your website. Designers can preview the product from anyangle and download it in the format they prefer. They get the data theyneed for their design and you get a fresh lead to add to your marketingpipeline. To get one of your products turned into an online d model forfree, use the code executive at part Solutionscom slash executive. A lot ofthe listeners to this show bill are CEOS, presidents or vpiece of sales at midsizemanufacturing organizations. So I'm just kind of curious, like, what aresome examples you've seen from? It doesn't have to be in manufacturing, butleaders of small or medium size companies, as opposed to big enterprise organizations,who kind of already has so have sort of a platform given to the company'sbrand name. But with smaller medium size organizations, do you have examples ofpeople who have successfully built thought leader platforms in their respective spaces or niches?Yeah, so I'll start by telling one of my favorite stories, but allleadership and it starts on the big side. But then I'll connect it to themidsize manufacturing firms like their audiences, right. So I was working withthe sea level executive some twenty years ago.

Had A very big consulting firm andhe said, you know, it's impossible to go through an airport withoutseeing our advertisements on the wall as you go down and escalator. He said, we advertise airports around the world, and he said we do that.But the same time I know who our top one hundred clients are. Icould deliver a string of Polo Pons to each of our top one hundred clients, personally, to the CEO of each company, for a fraction less thanone percent of our total marketing budgets. And I think the beauty of thatis that there's a difference between broadcasting and narrow casting and thought leadership. Broadcastingyou're trying to reach everybody. Narrow casting, you've identified target audience and you saythese are the people that matter the most to me. Okay, sowith thought leadership, one of the things that I think about for manufacturing isif you know who your top of one hundred are right and not just thepeople that you're doing business with this quarter or you think you're going to dobusiness next quarter, you think more broadly and you say who are the keyrelationships that we need to build a nurture? Maybe they're not going to buy fromus today, but I want to deepen that relationship. Thought leadership isexcellent for doing that and one of the things that I've seen done very welland we often do with clients, is a strategic account plan through thought leadership, and it gives you a way to deepen relationships with fires, with media, with industry leaders. When you sit down and you say, who arethese people, where did they consume content, where did they get information already andwhat are they curious about? Okay, because one of the things in thoughtleadership that makes it work is you don't talk about things that you findinteresting. You need to talk about things your audience will find interesting and otherwiseit's sort of narcissistant that way. Right, you're sure it's kind of fun andyou enjoyed the topic, but your passion has to overlap with your audience'sneeds. So thought leadership, when you do it right, I'll give youan example. Manufacturing firm. They're based in Europe. They have long cycledsales right and they use thought leadership to equip their sales team and they've trainedtheir sales team how to use all leadership to nurture conversations so that when thebuyer is ready to put out an RP,...

...they're invited to propose. That's agreat application. I use it myself. I try to, you know,teach our clients to do the same. You know, I always say,like, think about how many times you've been in on the receiving endAPP you know, the sales conversation, and a week after the call,regardless of whether you were interested or not, you get a sales email. That'sjust the classic. Hey, just checking in to see where you're atin this and that's it right. It's just if there's anything else I cando, you know, let me know. Here's another product manual or blah,blah, blah, right stuff about them. Well, how about ifyou flip the script there and use and you say or or you with everytouch point you deliver something that is insightful, that addresses another common question that peoplelike them have, or something you heard on the last sales call.Hey, you told me this that you're struggling with this, and we publishedthis article or podcast episode or film, this little video or whatever it isthat addressed that and and you know ways to get around that issue or waysto solve that problem. Thought this would be helpful to you like well,and I think that's one of the differences between content marketing and thought leadership.The way that I look at content marketing, you, you might agree, isit's excellent when you're trying to fill the sales pipe. One. Thatis one of its primary things when you're trying to fill the pipeline and movesomeone through the funnel, right, but it's sort of breaks down when you'retrying to do over the horizon and deep in a relationship. Right, contentmarketing winds up being at its heart, very tactical. How am I movingsomeone who is curious to deeper in the sales funnel so they become a buyerand we start a relationship? Thought leadership is really connection based and your buildingand deepening relationships, and it requires two difference. Fill set. Sometimes,for a salesperson they've got to be able to look past the next thirty days, right. And so some organizations have a team that's dedicated to figuring outhow did they take their best insights and then push them out into the world. Often that sits in content, in in marketing, and but it's adifferent function with content marketing, right, and so that person has a curationresponsibility. They don't have to be the one person who comes up with greatideas, and in fact that's a mistake. What they're doing is they're looking acrossthe organization, from top of the House to frontline and say, andlooking for good ideas, listening to where ideas happen within anywhere in the organization. And they could be an insight on you. So they could be aninsight on manufacturing, they could be a...

...trend that someone on a line isseeing, but you're looking saying that's a good idea, it deserves attention froma wider audience. That audience could be internal within your company or it couldbe with your clients, your vendors, whomever, but they're elevating ideas toget attention. You've made a really important point, I think. And whenwhen people think of content marketing, a lot of times, if it's notsomething they're well versed in, I think they almost equated with Seo and inbat to lead generation and and that's when content starts to be driven by,you know, how many searchers are there for this thing or that thing,and it's about, you know, just getting in front of as many peopleas possible, and I'm not saying that's not important. It is. However, I'm a big believer that your content needs to be driven by the insightsand expertise that's stored in the brains of your team and you start with thesethings that in the ones that your customers care about the most, the thingsthat you're always talking your best customers and prospects about in sales conversations, inconversations with customers, and you start to recognize patterns and see what things thepeople you're actually trying to reach care about. And if you have deep expertise inthose things, it's a matter of getting that stuff out of your brainsand figuring out how to articulate it, whether it's again through written or videoor audio or some way to deliver that to those individuals, and then youcan take that stuff and start to figure out how to apply it into SEOand lead generation right exactly exactly. And here's the thing. I've heard peoplesometimes say content and thought leadership is your best content marketing and I sort ofsaid, stretch my head and go no, if you try to make thought leadershipwork like content marketing, you list you lose about sixty seven percent ofthe really good things that you can do without leadership. One of the trendsso I've seen, is people sit down in organizations and say how are wealigning this message, the thought leadership that we want to share? So,whether it's the CEO or frontline salesperson or a subject matter experts, whether they'respeaking at a trade show or the writing an article, how do we makesure that it all sounds like we're coming from one company? And then alsoencouraging smart people within the organization, people with insights to share, to getover their imposter syndrome and content insecurity and having someone champion them and say yeah, that's a good idea. It needs to be heard, because I wouldsay with certainty that many of your listeners within your organization now are good ideasthat could help you deep in relationships with...

...key individuals, accounts, whatever,or even help you fill the sales pipeline, but they're not reaching the audiences thatthey need to reach, often because someone's dismissed it or they're saying,oh, yeah, that's good, but it's not my job to get itto someone right, and so the good ideas fall to the tracks. I'msure it's happening all the time inside of daily companies of everybody listening. Yep, sure, well, so I imagine a lot of listeners right now arethinking, okay, Geez, like this, this is makes a lot of sense. I need to be I need to be doing this. But,as you said, Bill, you know you can't just declare yourself a thoughtleader right like it's right, it's there's there's a reason that people are are. You know, they have these insights and and they figure out how to, how to, you know, get them out there and figure out howto publish them in the right format and everything. But so for somebody who'slistening right now thinking like okay, I want to start moving into this,I'd love to be a thought leader. Maybe I'm capable of being one,but I have no idea how do I get on this path to making thathappen? Like where do you recommend somebody starts? So first place that youhave to start is from a place of passion, because if you're doing thoughtleadership as a oh I've got to do it because it's good for my career, good for my business, it's going to fall through those cracks of thingsthat are good to do, but when you're busy you'll push them off.And thought leadership works on repetition. You have to spend time again and again, putting good ideas out there and talking about them. It's not a oneand done so find something you're passionate about and ready to talk about. Agood friend of mine years ago, when blogging came out, said a rulethat has held true. He said, if you're going to start something,whether it's a podcast or writing a blow hug or doing interviews, be preparedto do it at least a hundred times. Right, because if you're looking tosee results on the first of the second piece, like posting one poston Linkedin, is not a game changer. Right. You've got to be preparedto show up regularly and do it. Linkedin is a fantastic place. It'srelatively row low risk. You can put out an idea and invite commentsand start building your network. And with Linkedin, just don't focus on posting. Focus on responding to other people that are talking on the subject that youcare about. Right, see who what the conversation is Ivan enjoying. Okay, from an organizational level, what I would be recommending is look for thepeople who are already eager to do this, find someone who's built an audience,who has passion within the organization, and support the heck out of themright and make them a case study.

I'm thinking of a company that hasdone this and they had an internal person who was active on Linkedin. Theyhave three thousand followers and they built that person up and then use them asa showcase to the rest of the sales team and said look, here's whatthis person has done and here's what it means to the sales and then everybodygoes, Oh, I get it right. You're not having to pull them.They're looking going Oh, you're showing me a trick that I need toknow, and people lean in and they want to learn. That's great.Well Build. This is a topic that's a passion of mine too. Is, as it is for you, this idea of thought the shock hours.Yeah, we could, and I wish we could, but for the sakeof keeping it to one episode, which maybe we could do a follow upat some point, which I think would be great. But you know,great discussion today. It's really fun when I get to do an episode onsomething where you know I feel like it's. It's right in my sweet spot tothe things I love, and you're somebody who's literally, you know,built your career on this topic. So thanks for doing this absolutely, Joe, and my encouragement to everyone out there is give it a try and you'llsee results. Yeah, I think so, but you got to stick with itright, like you said, just yeah it committing. Yep, it'snot going to happen overnight, for sure. So's we're bill. Can listeners findyou online and learn more about you, as well as your company, thoughtleadership leverage or podcast. Tell us a little bit about how to stayin touch and keep learning. So thought leadership leverage is the name of thecompany and that's also the domain name. I do a weekly podcast with peoplewho are thought leadership practitioners. They're in the weeds doing this for their organizationand they've made a commitment and or the organization is tap them and said,hey, you're in charge thought leadership. And for many of them they're accidentalinto this role. It wasn't what they plan they either started in marketing orstrategy, public policy, whatever, and then they got tapped to do thoughtleadership, and so it's a growing community of thought leadership practitioners and we talkedabout what they're doing, their successes and we share wins. Right. That'sthe theme of the PODCAST. It's a great show. Yeah, definitely gocheck that out. Thank you well, Bill, thanks again, and Ialso want to say thank you to our sponsor, codenist part solutions, forhelping make this episode possible. Go check out what bills doing and for therest of you, I hope to catch you on the next episode of theManufacturing Executive. You've been listening to the manufacturing executive podcast. To ensure thatyou never miss an episode, subscribe to the show in your favorite podcast player. If you'd like to learn more about industrial marketing and sales strategy, you'llfind an ever expanding collection of articles,...

...videos, guides and tools specifically forB Tob Manufacturers at Gorilla Seventy sixcom learn thank you so much for listening.Until next time,.

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