-
- News
- Books
Featured Books
- smt007 Magazine
Latest Issues
Current IssueDo You Have X-ray Vision?
Has X-ray’s time finally come in electronics manufacturing? Join us in this issue of SMT007 Magazine, where we answer this question and others to bring more efficiency to your bottom line.
IPC APEX EXPO 2025: A Preview
It’s that time again. If you’re going to Anaheim for IPC APEX EXPO 2025, we’ll see you there. In the meantime, consider this issue of SMT007 Magazine to be your golden ticket to planning the show.
Technical Resources
Key industry organizations–all with knowledge sharing as a part of their mission–share their technical repositories in this issue of SMT007 Magazine. Where can you find information critical to your work? Odds are, right here.
- Articles
- Columns
Search Console
- Links
- Media kit
||| MENU - smt007 Magazine
Sales and Marketing: Our Roundtable of Experts
February 6, 2024 | I-Connect007 Editorial TeamEstimated reading time: 2 minutes

If you’ve ever heard of a product and thought about how it would work in your life, that’s the result of marketing. It’s a subtle yet powerful force in how business operates today. For the February 2024 issue of SMT007 Magazine, we gathered some of the most widely recognized authorities on marketing and selling electronics manufacturing services. They explain the sales and marketing process and what it takes to be successful in today’s competitive climate—whether you’re on the giving or receiving end.
How much thought do you give to your selling and marketing process? Who is doing it for you? The rep or maybe the applications engineer? Use this roundtable as a starting point for a deeper discussion with your own team about boosting your efforts, and your bottom line.
Barry Matties: Everyone, it’s great to be here with you as we talk about marketing—something that can be easily overlooked in running a business. Let’s start with Dan Beaulieu. You’ve worked for many years in marketing and selling. What advice do you have for your customers?
Dan Beaulieu: I tell them that you have to be known. No matter what you build, get your name out there. But it’s a building process, so be patient. We've all heard about the client who places three ads and then says, “Nothing happened.” But what’s happening is you are making people aware of what you do and why you do it better. That’s what leads to more customers.
Matties: How do you define the sales process and how do you get people to follow it?
Beaulieu: First, you warm up your leads. That’s the marketing part of it. You do some content marketing, like a book with I-Connect007, newsletters, tech bulletins, and posts on social media. The salesperson can take comfort that it’s not a cold call because it has been “warmed up” through marketing. Your book program, I would say, creates some pretty hot leads.
The next part is the reach out. I’m finding that people hate to pick up the phone and talk to a potential customer, but that’s what sales is. As we do great marketing, we also have to train the salesperson. For example, say we do a lead generation project and then give those names to the salesperson, who comes back to us and complains that we didn’t give them any phone numbers. I want to say, “Well, why don't we make the call and eliminate your part altogether? It seems we’re doing everything else anyway.”
To read this entire conversation, which appeared in the February 2024 issue of SMT007 Magazine, click here.
Suggested Items
IPC Strengthens Electronics Industry Awareness with Appointment of Carrie Sessine as Global Communications Vice President
04/16/2025 | IPCIPC, the global electronics association, announces the strategic appointment of Carrie Sessine as vice president of global communications. This newly created executive position underscores the association’s commitment to championing the electronics industry's critical contributions to global innovation and economic growth.
The Marketing Minute: Strategic Short-form Content Builds Brand Momentum
04/17/2025 | Brittany Martin -- Column: The Marketing MinuteLast month, I shared how long-form content—like white papers, technical articles, and thought leadership pieces—can establish your company as a knowledgeable, trusted voice in the electronics industry. Long-form content is powerful, but it’s only half the equation. If long-form is the foundation, short-form content is the fuel that keeps your brand top-of-mind and your message moving.
It’s Only Common Sense: Being Your Customer’s Expert—The Key to Consultative Sales
04/07/2025 | Dan Beaulieu -- Column: It's Only Common SenseWith successful sales, one phrase remains true: "Be your customer’s expert." Gone are the days of transactional sales where the buyer knows what they want, and your job is to provide it. Today, successful salespeople position themselves as trusted consultants, advisors, and experts. The key lies in mastering the art of consultative sales. Here’s what that means and how to adopt these principles to transform your sales approach and build long-term, fruitful relationships.
The Marketing Minute: Go Big or Go Home—Long-form Content Is Your Brand’s Best Friend
03/26/2025 | Brittany Martin -- Column: The Marketing MinuteIn a world of 280-character posts and blink-or-you’ll-miss-it social media content, long-form content might seem outdated. But if you want to build a brand people trust—not just recognize—you need depth. The key is producing longer content—articles, white papers, and books.
Indium Expert to Present on Gold Solder Solutions for Medical Applications at IMAPS 2025 Workshop
02/26/2025 | Indium CorporationIndium Corporation Senior Product Specialist Jason Farrell will deliver a technical presentation at the IMAPS Advanced Packaging for Medical Microelectronics Workshop, taking place March 5-7 in Phoenix Arizona.