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Insights
Welcome to Insights—your destination for forward-thinking analysis, industry trends, and strategic guidance from Geoffrey Marlow and the Marlow Advisory Group team. Here, we share thought-provoking white papers, market intelligence, and practical frameworks to help business leaders stay informed, agile, and ahead of the curve.
Whether you’re planning your next move or rethinking your long-term strategy, these insights are designed to equip you with the clarity and confidence to lead with purpose.
The Five Wastes Hiding in Your Quotation Process
An inside sales manager at a lighting agency told me recently that his quote desk had never been busier. Three quoting specialists, a fourth in
Specification Erosion: Defending the Specifications You Have Earned, All the Way to the Order
A regional sales manager at a lighting manufacturer can usually tell you, to the project, which jobs his agencies specified last quarter. He has the
The Quiet Drift From Demand Creation to Order Fulfillment
Most agencies can’t tell the demand they created from the demand that arrived. Here’s why that gap is costing you more than you think.
Joint Business Planning With Reps: A Working Template
Most joint business plans fail before the meeting even starts. The factory has already built a regional target by allocating a national number through mechanical
When Enough Is Enough: A Line Card Discipline Framework for the Lighting Channel
A principal at a well-established lighting agency told me recently that, sitting in his office on a Tuesday morning, he could not name every manufacturer
The End of the Great Salesperson
The relationship-driven sales model is being rebuilt. Here’s what the mid-market industrial sales strategy looks like now, and what to do this quarter.