--- title: "The Missing Link Between Manufacturing Marketing & ROI: Sales Enablement" description: If your sales team is having trouble closing sales from your manufacturing inbound marketing strategy, you should consider sales enablement to increase ROI. image: https://www.trendingupstrategy.com/hubfs/you%20should%20consider%20sales%20%20enablement%20to%20increase%20ROI.jpg --- [Skip to the main content.](https://www.trendingupstrategy.com/manufacturing-blog/sales-enablement-the-missing-link-between-manufacturing-marketing-and-roi#main-content) [![Trending Up - Logo - Horizontal - Color - Inverted copy](https://www.trendingupstrategy.com/hs-fs/hubfs/logos/Trending%20Up%20-%20Logo%20-%20Horizontal%20-%20Color%20-%20Inverted%20copy.png?width=400&height=133&name=Trending%20Up%20-%20Logo%20-%20Horizontal%20-%20Color%20-%20Inverted%20copy.png "Trending Up - Logo - Horizontal - Color - Inverted copy")](http://trendingupstrategy.com) [![Trending Up - Logo - Horizontal - Color](https://www.trendingupstrategy.com/hs-fs/hubfs/logos/Trending%20Up%20-%20Logo%20-%20Horizontal%20-%20Color.png?width=400&height=133&name=Trending%20Up%20-%20Logo%20-%20Horizontal%20-%20Color.png "Trending Up - Logo - Horizontal - Color")](http://trendingupstrategy.com) - [SALES-READY WEBSITES](https://www.trendingupstrategy.com/automated-sales-machine) - [SALES & MARKETING STRATEGY](https://www.trendingupstrategy.com/marketing-strategy-for-specialty-manufacturers) - RESOURCES - [BLOG](https://www.trendingupstrategy.com/manufacturing-blog) - [FREE RESOURCES](https://www.trendingupstrategy.com/manufacturing-marketing-resource-center) - [MARKETING ROI CALCULATOR](https://www.trendingupstrategy.com/roi-calculator) - [CASE STUDY](https://www.trendingupstrategy.com/conveyor-system-manufacturer-case-study) - CONTACT - [CONTACT US](https://www.trendingupstrategy.com/contact) - [CAREER CENTER](https://www.trendingupstrategy.com/career-center) - [FREE MARKETING ANALYSIS](https://www.trendingupstrategy.com/personalized-marketing-analysis-video) Search Toggle Menu Search Toggle Menu - [SALES-READY WEBSITES](https://www.trendingupstrategy.com/automated-sales-machine) - [SALES & MARKETING STRATEGY](https://www.trendingupstrategy.com/marketing-strategy-for-specialty-manufacturers) - RESOURCES - [BLOG](https://www.trendingupstrategy.com/manufacturing-blog) - [FREE RESOURCES](https://www.trendingupstrategy.com/manufacturing-marketing-resource-center) - [MARKETING ROI CALCULATOR](https://www.trendingupstrategy.com/roi-calculator) - [CASE STUDY](https://www.trendingupstrategy.com/conveyor-system-manufacturer-case-study) - CONTACT - [CONTACT US](https://www.trendingupstrategy.com/contact) - [CAREER CENTER](https://www.trendingupstrategy.com/career-center) - [FREE MARKETING ANALYSIS](https://www.trendingupstrategy.com/personalized-marketing-analysis-video) [Facebook](https://www.facebook.com/227608167419927) [Linkedin](https://www.linkedin.com/company/16181944) [X](https://twitter.com/trendupstrategy) [YouTube](https://www.youtube.com/channel/UCcscfDHxjYP3OP5lVb6hTjA) 1 min read # The Missing Link Between Manufacturing Marketing & ROI: Sales Enablement [![Picture of Jenna Orrock](https://www.trendingupstrategy.com/hubfs/IMG_1160%20square.jpg) Jenna Orrock](https://www.trendingupstrategy.com/manufacturing-blog/author/jenna-orrock) Dec 15, 2019 [Marketing for B2B](https://www.trendingupstrategy.com/manufacturing-blog/tag/marketing-for-b2b) [Sales Enablement](https://www.trendingupstrategy.com/manufacturing-blog/tag/sales-enablement) ![The Missing Link Between Manufacturing Marketing & ROI: Sales Enablement](https://www.trendingupstrategy.com/hubfs/you%20should%20consider%20sales%20%20enablement%20to%20increase%20ROI.jpg) Let me tell you a story. It’s one that my team and I have heard about from many prospects, and have seen from almost every one of our clients to date. It’s not unique to a specific industry, though it does seem more prevalent (or perhaps just more obvious) in our manufacturing clients. This story is about a reformed marketing team’s path to success. ![the-missing-link-between-marketing-roi.jpg](https://www.trendingupstrategy.com/hs-fs/hubfs/Blog_Photos/the-missing-link-between-marketing-roi.jpg?width=320&name=the-missing-link-between-marketing-roi.jpg)Using inbound methods and armed with a newly-implemented inbound content management platform, our client (let’s call them Smith Manufacturing) transformed their marketing strategy to one that’s focused on inbound. Smith worked with a growth-driven agency to assist their marketing team with the following:   - research and strategize a campaign - update their website for design, usability, and targeted pages - implement new content - write downloadable pieces - implement an email nurturing follow-up   Each month, Smith sees a report from their agency highlighting the highs and lows from the past month: keyword rankings, content report, website visitors, lead conversions, social engagement, qualified leads, and closed sales, along with any other customized reporting aligned with Smith’s original strategic goals. They’re seeing increasing levels in most areas - **except for closed-won sales**.   #### This is problematic for two reasons.   1. **It’s emphasizes a disconnect between marketing and sales teams.** 2. **It shines a spotlight on the need for a better sales closing process.**   Without a sales team that’s on board with inbound methods and one that is empowered with the knowledge, skills, and marketing collateral to close sales effectively, your bottom line could be at risk. While inbound marketing increases visitors, conversions, and qualified leads, unless the sales team can close customers brought in by inbound, your manufacturing company may also experience the missing link between marketing and ultimate ROI. Enter: [sales enablement](https://www.trendingupstrategy.com/blog/focus-on-buyer-part-2-why-manufacturing-needs-inbound-sales-enablement).   Sales enablement continues inbound through the sales process by training your sales team on the [inbound methodology for your manufacturing company](https://www.trendingupstrategy.com/manufacturing), applying the same methodology to sales practices, and implementing a revised sales process where needed to improve alignment between sales, marketing, and your bottom line. We call this the [Empowered Sales Methodology](https://www.trendingupstrategy.com/sales-enablement). In turn, ROI sees immediate improvement thanks to these two teams working better together.   ![Empowered Sales Methodology infographic - Horizontal - with title-logo.png](https://www.trendingupstrategy.com/hs-fs/hubfs/Infographics_and_Offers/Empowered%20Sales%20Methodology%20infographic%20-%20Horizontal%20-%20with%20title-logo.png?width=750&height=208&name=Empowered%20Sales%20Methodology%20infographic%20-%20Horizontal%20-%20with%20title-logo.png)  Buyers become engaged in the process through these sales tools: - Engagement emails - Discovery call - Stakeholder Knowledge Summit - Demonstration - Simple, customizable proposal & contract solution   This is a consultative, inbound sales approach that accelerates sales growth and guides buyers toward a decision. The [sales enablement service from a growth-driven digital agency](https://www.trendingupstrategy.com/sales-enablement) carries your manufacturing company’s bottom line goals through from marketing to sales. [Learn more from our experts; contact us today.](https://www.trendingupstrategy.com/contact-jul)   [![Ultimate Guide Highly Targeted CTA](https://www.trendingupstrategy.com/hs-fs/hubfs/Ultimate%20Guide%20Highly%20Targeted%20CTA.png?width=1200&height=300&name=Ultimate%20Guide%20Highly%20Targeted%20CTA.png)](https://www.trendingupstrategy.com/ultimate-guide-to-highly-targeted-b2b-marketing)   - [Tweet](https://twitter.com/share) [![Focus on the Buyer Part 2: Why Manufacturing Needs Sales Enablement](https://www.trendingupstrategy.com/hubfs/Blog_Photos/sales_process.jpg)](https://www.trendingupstrategy.com/manufacturing-blog/focus-on-buyer-part-2-why-manufacturing-needs-inbound-sales-enablement) #### [Focus on the Buyer Part 2: Why Manufacturing Needs Sales Enablement](https://www.trendingupstrategy.com/manufacturing-blog/focus-on-buyer-part-2-why-manufacturing-needs-inbound-sales-enablement) ![Picture of Benjamin Engel](https://www.trendingupstrategy.com/hs-fs/hubfs/Ben%20Author.png?width=30&name=Ben%20Author.png) [Benjamin Engel](https://www.trendingupstrategy.com/manufacturing-blog/author/benjamin-engel) : May 10, 2017 Earlier this week, I wrote about why inbound marketing works for manufacturing. I walked through the buyer’s journey, from discovery, to... [Marketing for B2B](https://www.trendingupstrategy.com/manufacturing-blog/tag/marketing-for-b2b) [Manufacturing Blogs](https://www.trendingupstrategy.com/manufacturing-blog/tag/manufacturing-blogs) [Sales Enablement](https://www.trendingupstrategy.com/manufacturing-blog/tag/sales-enablement) [Read More](https://www.trendingupstrategy.com/manufacturing-blog/focus-on-buyer-part-2-why-manufacturing-needs-inbound-sales-enablement) [![5 Reasons Why Premium Content is Invaluable to Your Sales Strategy](https://www.trendingupstrategy.com/hubfs/Blog_Photos/shutterstock_161756168.jpg)](https://www.trendingupstrategy.com/manufacturing-blog/why-premium-content-is-invaluable-sales-strategy) #### [5 Reasons Why Premium Content is Invaluable to Your Sales Strategy](https://www.trendingupstrategy.com/manufacturing-blog/why-premium-content-is-invaluable-sales-strategy) ![Picture of Benjamin Engel](https://www.trendingupstrategy.com/hs-fs/hubfs/Ben%20Author.png?width=30&name=Ben%20Author.png) [Benjamin Engel](https://www.trendingupstrategy.com/manufacturing-blog/author/benjamin-engel) : Apr 24, 2017 High-value publications and ebooks are (or, should be) the bread-and-butter of an inbound sales strategy for your B2B business. Not sure why? From a... [Inbound Smarketing](https://www.trendingupstrategy.com/manufacturing-blog/tag/inbound-smarketing) [Marketing for B2B](https://www.trendingupstrategy.com/manufacturing-blog/tag/marketing-for-b2b) [Improving Close Ratio](https://www.trendingupstrategy.com/manufacturing-blog/tag/improving-close-ratio) [Sales Enablement](https://www.trendingupstrategy.com/manufacturing-blog/tag/sales-enablement) [Read More](https://www.trendingupstrategy.com/manufacturing-blog/why-premium-content-is-invaluable-sales-strategy) [![How To Align Your Manufacturing Sales & Marketing Teams In 5 Steps](https://www.trendingupstrategy.com/hubfs/Blog/TU%20-%20MFG%20blog%202.jpg)](https://www.trendingupstrategy.com/manufacturing-blog/align-your-manufacturing-sales-marketing-teams-in-5-steps) #### [How To Align Your Manufacturing Sales & Marketing Teams In 5 Steps](https://www.trendingupstrategy.com/manufacturing-blog/align-your-manufacturing-sales-marketing-teams-in-5-steps) ![Picture of Jenna Orrock](https://www.trendingupstrategy.com/hs-fs/hubfs/IMG_1160%20square.jpg?width=30&name=IMG_1160%20square.jpg) [Jenna Orrock](https://www.trendingupstrategy.com/manufacturing-blog/author/jenna-orrock) : Feb 15, 2017 SMarketing, sales and marketing alignment, is critical to your manufacturing organization’s success. Both teams are responsible for your company’s... [Inbound Marketing](https://www.trendingupstrategy.com/manufacturing-blog/tag/inbound-marketing) [Inbound Smarketing](https://www.trendingupstrategy.com/manufacturing-blog/tag/inbound-smarketing) [Manufacturing Blogs](https://www.trendingupstrategy.com/manufacturing-blog/tag/manufacturing-blogs) [Sales Enablement](https://www.trendingupstrategy.com/manufacturing-blog/tag/sales-enablement) [Read More](https://www.trendingupstrategy.com/manufacturing-blog/align-your-manufacturing-sales-marketing-teams-in-5-steps) ##### CONTACT CONTACT 1870 THE EXCHANGE SUITE 200 #357 ATLANTA, GA 30339-2021 720.213.8437 INFO@TRENDINGUPSTRATEGY.COM ##### MOST RECENT BLOG MOST RECENT BLOG ###### [Video testimonial from one of our specialty manufacturing clients](https://www.trendingupstrategy.com/manufacturing-blog/video-testimonial-from-one-of-our-specialty-manufacturing-clients) One of our clients, Glide-Line, manufactures the World's most flexible conveyor systems. Here at... ##### Newsletter Newsletter ![gold-horizontal-white](https://www.trendingupstrategy.com/hubfs/gold-horizontal-white.png) - [Privacy Policy](https://www.trendingupstrategy.com/privacy-policy) - [Terms and Conditions](https://www.trendingupstrategy.com/terms-and-conditions) © 2026 TRENDING UP STRATEGY [Facebook](https://www.facebook.com/227608167419927)[X](https://twitter.com/trendupstrategy)[Linkedin](https://www.linkedin.com/company/16181944)[YouTube](https://www.youtube.com/channel/UCcscfDHxjYP3OP5lVb6hTjA) Return to top ```json { "@context" : "https://schema.org", "@type" : "VideoObject", "contentUrl" : "https://404404.fs1.hubspotusercontent-na1.net/hubfs/404404/Trending%20Up%20Testimonial%20-%20Glide-Line.mp4", "dateModified" : "2024-10-28T19:52:02.255Z", "description" : "Testimonial from a specialty manufacturer - Glide-Line", "duration" : "PT1M38.032S", "height" : 1080, "name" : "Testimonial from a specialty manufacturer - Glide-Line", "thumbnailUrl" : "https://404404.fs1.hubspotusercontent-na1.net/hubfs/404404/Trending%20Up%20Testimonial%20-%20Glide-Line.mp4/medium.jpg?t=1730145122255", "uploadDate" : "2024-04-22T18:42:49.014Z", "width" : 1920 } ```