Are You Leaving Money on the Table?
Sales Growth for Small and Mid-Sized Manufacturers
We help manufacturers build a more disciplined sales process, improve win rates, protect margin, and reduce dependence on founder-led or relationship-driven selling, without the cost of a full-time VP of Sales.
88% of SME manufacturers operate without an effective, documented sales plan and often lack dedicated sales leadership, which frequently leads to missed opportunities and stalled deals.
- Forbes
Is This Familiar?
Many small and mid-sized manufacturers are operationally strong,
but sales still runs on informal habits.
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Quote volume is high, but win rates are inconsistent
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Sales depends too much on the owner or a few key relationships
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Reps are busy, but pipeline visibility is weak
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Follow-up after quotes is inconsistent or reactive
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Margin gets squeezed because sales defaults to price
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There is no clear growth strategy or actionable sales plan
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Sales accountability is inconsistent or unclear
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The sales process is not well-defined or consistently followed
If this sounds familiar, the issue is often not effort, it is a lack of sales process discipline and commercial consistency.
What We Help Improve
We help manufacturers strengthen the commercial habits and sales management rhythms that drive more predictable, profitable growth.
Opportunity Qualification
Focus the team on the right opportunities before time and quoting resources are wasted.
Quote Follow-Up Discipline
Create a more consistent process for follow-up, next steps, and opportunity visibility after quotes go out.
Pipeline Visibility
Build clearer stages, better forecasting, and more confidence in what is truly winnable.
Sales Management Cadence
Install a practical rhythm for pipeline reviews, coaching, accountability, and follow-through.
Margin Protection
Help the team sell business value more effectively so price is not the default differentiator.
Account Growth
Improve account penetration and create a more repeatable approach to growing strategic customers.
How We Help
Our work is practical, focused, and built for the reality of smaller manufacturing businesses.
4-Step Process
-1-
Assess
We review your current sales process, pipeline discipline, and commercial habits to identify where revenue and margin may be leaking.
-2-
Identify
We pinpoint the most important gaps in qualification, quote follow-up, forecasting, accountability, and sales execution.
-3-
Improve
We implement practical changes that fit your business, without adding unnecessary complexity or overhead.
-4-
Support
Through coaching, accountability, and fractional sales leadership, we help the improvements stick and produce results.
Why Manufacturers
Work With Us
Smaller manufacturing businesses do not need big-company consulting. They need practical commercial discipline that fits the size and reality of the business.
Manufacturing-Focused
We understand the realities of smaller manufacturing environments, where strong operations often outpace formal sales process.
Practical, Not Theoretical
We focus on sales habits, pipeline discipline, accountability, and execution, not generic strategy decks.
Built for Smaller Teams
Our approach is designed for owner-led and growth-minded manufacturers that need better sales systems, not unnecessary overhead.
Fractional Leadership Option
Get experienced sales leadership and coaching without the cost of a full-time VP of Sales.
Our Services
Fueling Your
Business Vision
30 Years of Global Sales/Business Development, plus Double Certified ESG Consultant
True North Sustainable Growth, LLC, is dedicated to delivering tailored consulting services focused on ESG/Sustainability and Fractional Sales Leadership. With over 30 years of global sales/business development experience and a double-certified ESG consultant, we empower small and mid-sized manufacturers to thrive sustainably and achieve targeted growth through strategic initiatives.
Robert Ciranna is the Founder and President of True North Sustainable Growth, LLC, a Michigan-based business. He has over 40 years of experience in the manufacturing industry, including global sales leadership, ESG/sustainability, and engineering. He has held leadership roles at Fortune 500 companies, including Sherwin-Williams, AkzoNobel, and Parker Lord. Additionally, he has an engineering background from his time at Ford Motor Company. He holds a degree in Chemical Engineering from the University of Michigan and has also completed executive training in Sales Excellence at the University of Michigan's Ross School of Business. He is a certified ESG/Sustainability Consultant through Duke Corporate Education and the Center for Sustainability and Excellence (CSE).
Robert is the author of two books on revenue growth, both are available worldwide on Amazon.
The Six Pillars Series
Practical Playbooks for Sustainable,
Scalable Revenue Growth
The Six Pillars book series is designed for business leaders who want to accelerate revenue growth and build long-term resilience, starting with stronger sales execution and evolving into sustainable business practices that meet modern market demands.
The Six Pillars of Sales Excellence
Discover what separates World-Class Sales Organizations (WCSOs) from the rest. This playbook breaks down the often-overlooked internal sales processes and proficiencies that drive consistent revenue growth. Whether you’re a founder, sales leader, or team member, you’ll gain actionable tools to improve planning, talent development, sales operations, and long-term profitability.
The Six Pillars of Sustainable Growth
Small and mid-sized manufacturers are facing rising pressure to meet ESG (Environmental, Social, and Governance) expectations, but doing so doesn’t have to be expensive or complex. This book shows how to “right-size” ESG efforts in a way that drives top-line growth, reduces cost, and strengthens customer trust. Learn how to turn sustainability into a strategic asset—and a powerful sales differentiator.
Their tailored strategies boosted our sales remarkably in a short period. - Michael J./President • The team at True North guided us through the GHG calculations seamlessly and helped improve our EcoVadis score from 56 to 74. - Sarah C./Operatons Manager • Their support made a real difference in our growth initiatives. - David P./Owner •
