In this episode of The Kula Ring, Hall of Fame keynote speaker and AI technology creator Sam Richter joins Jeff and Carman to explore how AI, search tools, and thoughtful research can help sales teams become dramatically more relevant to prospects. Sam shares why modern buyers expect sellers to arrive informed, how to use AI and search more effectively, and why “customer relevance management” should replace traditional CRM thinking. He also explains how understanding what prospects truly care about improves trust, opens conversations, and drives more successful sales outcomes. This conversation is packed with practical tactics and sharp insights for any manufacturing marketer or salesperson navigating today’s digital-first buying environment.

In this episode of The Kula Ring, Rachel Cossette, Marketing Manager at Rogers Machinery Company, walks us through how she built a powerful, education-focused webinar program that has become a core pillar of the company’s marketing engine. Rachel explains why webinars were the perfect solution for delivering value, growing first-party data, and creating demand while strengthening relationships with vendor partners along the way.
She shares how she scaled the program from a handful of events in 2022 into a full calendar featuring expert presenters, vendor co-marketing, PDH certifications, and a library of long-form content that supports sales, onboarding, and SEO. Rachel also offers practical advice for small or one-person marketing teams looking to launch their own webinar program without big budgets, agencies, or complex tech stacks.

In this episode of The Kula Ring, sales expert, keynote speaker, and author Shawn Casemore joins Jeff and Carman to explore how sales have fundamentally changed, especially in the manufacturing sector. Shawn breaks down why today’s buyers spend far more time researching independently, how little time salespeople actually get in the buying cycle, and what both sales and marketing teams must do to earn attention and trust.

He introduces his Unstoppable Sales Method and Prospecting System, explains the power of “value assets,” and shares practical strategies for connecting with modern buyers across multiple channels. From aligning sales and marketing to overcoming outdated sales habits, Shawn offers a clear roadmap for manufacturers looking to grow in today’s environment.

More from Shawn here

In this episode of The Kula Ring, Jennifer McQuilken, Vice President of Corporate Communications at Enchanted Rock, joins Jeff and Carman to discuss the unique challenge of marketing a single natural-gas generator platform across numerous industries and use cases. Jennifer shares how her team builds core messaging that works across verticals, then adapts it to fit the needs of hospitals, data centers, utilities, and community microgrids. She also explains how product packaging, naming, and reframing help overcome misconceptions and open the door to meaningful sales conversations.
The conversation explores shifting sustainability expectations, the rise of flexible capacity solutions, the surprising benefits of smaller modular generators, and how Jennifer’s non-traditional career path, boat captain included, shapes her approach to communications, problem-solving, and working with technical teams.

Carl Tolbert, author of The 10 Immutable Laws of the Industrial Distribution Specialist and head engineer at Malloy Electric, joins The Kula Ring to discuss how industrial distribution is evolving in a world of consolidation, AI, and direct-to-customer manufacturing. He shares insights from interviews with 32 industry leaders and explains why value-added specialists are key to the survival of distributors, how brands can better collaborate with them, and what’s next for the industrial supply chain.

In this episode of The Kula Ring, we sit down with Cynthia Barnes, Global Marketing Content Specialist and Community Relations Manager at Clark Material Handling. Cynthia shares Clark’s unique approach to marketing, which centers on authentic community engagement and philanthropy rather than traditional product-focused advertising. She delves into the origins of their “Raising Hope” initiative, inspired by the company owner’s personal story of resilience and the kindness of strangers. Discover how Clark leverages its volunteer paid time off program and the “Champions Club” to foster a purpose-driven workforce and strengthen community ties. Cynthia also offers valuable advice for brands looking to deepen their connection with the nonprofit world, highlighting key trends and effective strategies. This conversation reveals how genuine care for the community can become a powerful differentiator, attracting both talent and customers who share similar values.