Product complexity, increasingly well-informed customers and fierce competition make it harder for you to maintain a competitive edge.
Shift your legacy sales organization built around relationships and product knowledge, and integrate marketing, sales and service with solution selling across broader portfolios and new revenue models.
Successful manufacturing sales transformation efforts require the following:
- Increase focus on portfolio selling: Your marketing, sales and service efforts must be coordinated around the voice of the customer so buyers can build relationships with all of your brands – on their terms.
- Embrace digital: Your customers are increasingly digitally enabled, from self-service research to the ability to buy products on-line. You need to understanding the digital buyer journey and plan appropriate revenue motions for competitive advantage.
- Deploy more complex sales models: Carefully align specific roles and channels to more effectively sell technology-intensive products and services. Portfolio selling and a wide variance in customer buying behaviors adds to the complexity, and your revenue generation teams need to adapt.
Our commitment to results on every manufacturing client engagement will help you and your team align resources to meet your unique challenges and unlock revenue growth. Contact us today.
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