Episode 85

Unveiling Sales Tactics and Challenges in Manufacturing

In this episode of the Leadership in Manufacturing Podcast, host Sannah Vinding sits down with Ben Kelly, an experienced sales professional in the manufacturing industry.

They delve into Ben’s background, discussing his diverse experience in distribution, manufacturing, and as a manufacturing representative. Ben shares his passion for the industry and emphasizes the value of being naturally curious in this field. They also explore the changing dynamics of communication and building relationships in a post-pandemic world.

Ben provides valuable insights on learning through hands-on experiences, the significance of asking questions, and the importance of involving manufacturing reps in product development.

Tune in to gain valuable knowledge on effective communication, customer relationships, and best practices for sales professionals in manufacturing.


Sannah Vinding


Ben Kelly



Key takeaways

Inquire and Utilize Resources:

Emphasizing curiosity and resourcefulness, it’s important to actively seek knowledge and leverage available tools and networks. Proactively asking questions and tapping into the collective wisdom and experiences of peers and mentors in the field is encouraged.

Number 2

Embrace Change and Flexibility:

Navigating the evolving dynamics of the industry requires adaptability. Being open to new work models, tailoring communication approaches to meet diverse needs, and exploring innovative strategies for client engagement are essential for staying competitive.

Number 3 - key takeaway mind the innovation leadership podcast

Hands-On Experience and Delivering Value:

The impact of experiential learning and understanding customer needs cannot be overstated. Engaging directly with products and services enhances the ability to articulate their benefits effectively, strengthening relationships with clients by consistently delivering value.

“The more comfortable you are with the product, the more likely you are to bring it up. The hands-on training gets you more comfortable with it, and the more comfortable you are with the product, the more likely you are to bring it up.”

Ben Kelly

Territory Sales Manager, DM Associates LLC

“Be adaptable to the whole world right now. You have to morph and be sure that you can meet with your customers, in person when the moment is there.”

Sannah Vinding

Leadership & B2B Marketing Strategist, Technical Engineering Expert

Show Notes:

In this episode of the Leadership in Manufacturing Podcast, host Sannah Vinding sits down with Ben Kelly, a highly experienced sales professional in the manufacturing industry. The conversation delves into Ben’s extensive background in distribution, manufacturing, and manufacturing representation, highlighting the intricate skill set needed for success in the industry.

Ben provides insights into the challenges and rewards of working in the manufacturing sector, sharing valuable perspectives on staying organized, adapting to changes in communication and relationship building, and the importance of hands-on learning. He also emphasizes the significance of asking questions and seeking out resources for continuous learning and growth.

Listeners can expect to gain valuable insights into sales strategies, customer engagement, and the multifaceted nature of the manufacturing and distribution sectors.

Remember to subscribe, like, and share our content. Connect with us on LinkedIn, YouTube, and Instagram to unlock your leadership potential in the manufacturing industry.

“You will get used to the design cycle. The design cycle will take a long time. But once you understand and are used to the cycle, you can effectively work within it.”

Ben Kelly

Territory Sales Manager, DM Associates LLC

Ben Kelly

Ben Kelly

Ben Kelly

Territory Sales Manager, Dm Associates LLC

Benjamin Kelly is a Sales Engineer at DM Associates LLC, providing solutions from world-class component manufacturers. He specializes in offering products for various markets such as appliance, automotive, industrial, power, medical, and telecommunications.

Benjamin has a background in territory management, outside and inside sales, and technical sales representation within the electronic components industry. He holds a degree in Organizational Leadership with a minor in Political Science from Wright State University.

Benjamin is known for his expertise in customer service, sales planning, and identifying sales opportunities.

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