keywordsmanufacturing,trust, industry evolution, automation, machine tools, Keith Granno, Titans of CNC, manufacturing challengessummaryIn this conversation, Keith Granno shares his extensive experience in the manufacturing industry, discussing the challenges of selling technical solutions and the importance of building trust with customers. He emphasizes the need for authenticity and genuine interest in customer needs, as well as the evolution of the industry and the necessity to adapt to changing dynamics. Keith also highlights the role of technology and online tools in modern sales processes, illustrating how these changes can enhance customer interactions and streamline operations.takeawaysKeith has over 30 years of experience in manufacturing sales.Building trust with customers is essential for successful sales.Authenticity and genuine interest in customers lead to better relationships.The manufacturing industry is evolving rapidly, requiring adaptability.Online tools are becoming increasingly important in the sales process.Understanding customer needs is key to providing the right solutions.Automation can significantly improve efficiency in manufacturing.Salespeople must stay informed about industry changes and trends.Keith emphasizes the importance of passion for the industry.Every economy relies on manufacturing as a foundational element.Navigating the Manufacturing Landscape with Keith GrannoBuilding Trust in Technical Sales"I love the industry.""I never wanted to be a salesman.""You have to change with the customer."titlesSound BitesChapters