---
title: B2B Sales Is Still Person to Person Says Jeff White
description: Jeff White spent 14 years as a generalist. Now, after specializing for three years in the manufacturing marketing space, business is booming.
image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-327540.jpg
---
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Apr 15, 2020
# B2B Sales Is Still Person to Person Says Jeff White
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Specialize to diagnose and prescribe with speed
**.**
---
---
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- B2B manufacturing specialty
- 17 years
- 3 years with manufacturing
- First HubSpot Platinum in Canada
- His background is in web design and development
- Brought on his partner in 2009 with a marketing/sales background
- Got into HubSpot around 2010
- They were the inbound partner who could build stuff
- They had a technology stack and were horizontal
- Tools became commoditized
- Web design
- Inbound marketing
- Decided to focus more and become specialized
- David C. Baker out of Nashville, TN
- Chose manufacturing niche
- Developed a keen sense of expertise
- They see the same issues and can diagnose and prescribe faster
- Started their own podcast in 2018
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLFT7sZUIdbuItzw7e0zhJp8mHznRUOqBelmo%2FaS2Wl5FWI8XGbz43YMS4b0Vq%2Bf8uhMUY48L8zOb6ndTPEnwSwy5F83YhMkQ8i61342pe4dRBzkSS10pewtFvlMgWgFE%2BGUrFRC0HZ5YRk6JCKzL1eMeUosOaruSwdIzQdMqw1qElFp%2FSxE9aZCtj4X2ymTA48zJ7%2BGdsV&webInteractiveContentId=178194433547&portalId=443614)
> B2B sales is still person-to-person."
- Orthodontists
- They spend their own money and they're not sophisticated marketers
- Easy to get clients for them via paid ads to a cost calculator
- Account-based advertising is needed in manufacturing
- How to thrive and prosper in difficult times: double-down on your marketing and outreach
- B2B sales is still person-to-person
- Know that we're in this together
- Be willing to try new things
- You can make big B2B sales in a remote/virtual environment
- We all have the tools we need to thrive in chaotic times
- Help your customers expand their vision and focus through the fog
- The size of the B2B buying committee is growing
- He was selling and servicing remotely before COVID-19
- Companies are waking up to their supply chain vulnerabilities
- The trend is to bring more manufacturing in-house
- 3D-printing is helping them source/develop their own materials
- M&A is going to heat up
- Double-down on R&D and marketing
- A lot of sales and marketing happens before your prospects even reach out to you
- Is SEO dead?
- SEO is more than "a thing to do"
- You need a content strategy
- But the whole point of creating content is to help people
- It's not about gaming a keyword
- It's not just a long tail hack
- It's not keyword stuffing
- Content that succeeds in search also succeeds for people
- Know who you're selling to, what do they need, how can you help?
- You're being looked at now
- The hard close does not work in the complex sale
- Are prospects honest today?
- Inbound needs to be updated
- He is un-gating a lot of content now
- Open it up for account-based targeting
- LinkedIn is awesome...when done right
- You can get on people's radar without being pushy
- He creates his target account list and has them on his podcast
- Co-create content with your leads
- Account-based targeting
- Terminus lets you target a single company
- Reallocate your trade show marketing to develop your ecommerce platform
- Plant your seeds now for a big harvest in the next 6-18 months
## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)
- Visit [Kula Partners](https://kulapartners.com/)
- [Terminus](https://terminus.com/) account-based marketin
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
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[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Use Your Personality In Marketing To Grow Your Brand, Erin Chase](https://thesaleswhisperer.com/blog/erin-chase)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Dec 14, 2015
You always know people at events She reached out before Ontrapalooza to fellow speakers via Twitter...
[Read more](https://thesaleswhisperer.com/blog/erin-chase)
[](https://thesaleswhisperer.com/blog/dush-ramachandran-affiliate-marketing)
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## [How To Pay For Performance With Dush Ramachandran](https://thesaleswhisperer.com/blog/dush-ramachandran-affiliate-marketing)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Oct 13, 2025
Make your affiliates compete to grow your sales \[ LISTEN NOW ON APPLE PODCASTS \]
[Read more](https://thesaleswhisperer.com/blog/dush-ramachandran-affiliate-marketing)
[](https://thesaleswhisperer.com/blog/dianna-booher-nsa-hall-of-fame-speaker)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Create a Personal Presence With Dianna Booher To Convince and Convert](https://thesaleswhisperer.com/blog/dianna-booher-nsa-hall-of-fame-speaker)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Nov 06, 2015
Sales Tips you'll learn in this episode of The Sales Podcast... How to develop your "no marketing...
[Read more](https://thesaleswhisperer.com/blog/dianna-booher-nsa-hall-of-fame-speaker)
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