Packaging Sales Is Broken: Stop Drowning in Quotes and Start Closing Deals

Packaging sales is stuck in the past
Cold calls, trade shows, chasing quotes, and hoping the phone rings.

In this conversation, David Marinac explains why packaging and B2B manufacturing teams are drowning in activity but starving for sales and how to fix it with a system built for 2026.

You will hear:

• Why most packaging sales teams are drowning in quotes but not closing deals
• Why activity is not productivity and how the industry got addicted to quoting
• The real shift happening in AI search and why generic websites are invisible
• How to position a packaging company with niche specificity that AI rewards
• Why this is not about replacing sales reps but making them monsters
• The biggest adoption mistake: using tech language instead of efficiency language
• The Competitive Edge Packaging Machine and how it ties visibility, targeting, and follow up together
• Why follow up is the real sales efficiency lever
• David’s favorite tool right now: NotebookLM and how he uses it as a wisdom scaling advisory board

The takeaway is simple
If you want predictable growth in packaging and manufacturing, you need a system that finds the right people for the right projects at the right time and follows up consistently without relying on reps to remember everything.

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Timestamps

0:24 – Intro and partnership setup
3:20 – Why David is pivoting now
5:00 – The specialized packaging advantage and why specificity wins
8:45 – Drowning in quotes starving for sales
12:00 – Activity vs productivity in packaging sales
15:30 – Why tech language fails in manufacturing
19:10 – Competitive Edge Packaging Machine explained
23:40 – Why generic websites are invisible in AI search
26:00 – The 6 month head start opportunity
28:20 – Not replacing reps, making them monsters
34:10 – Why Sales AI is part of the system
41:10 – The psychology of outreach and the give give give approach
44:30 – NotebookLM and wisdom scaling
49:40 – Final advice: try it