The Sales Challenges of Complex Manufacturers
Streamlining the quote-to-order process improves competitive advantage
Overcoming Hidden Agendas in the Complex Sale
Agendas grow out of motive and intent. So, when motives and intentions are not open and transparent to all involved, “hidden agendas” inevitably develop. These hidden agendas are often buried or disguised within the subtext or context of many situations. This tendency to camouflage motives is especially prevalent in too many complex sales cycles.
Improve Demand/Lead Generation, Handling and Follow-Up
Good demand/lead generation is a continuous process that involves targeted messages and campaign management, response management, lead qualification, sales inclusion and customer relationship-building and retention.
Revenues have been the primary measure of sales performance and still are. For marketing departments, the number of leads generated has often been used as the key metric. This can result [...]
2010 Trends: Manufacturing
What’s on the horizon for the U.S. manufacturing industry in 2010? Jerry Miller, director of Cincom’s Manufacturing Business Solutions, sat down to offer his insights of the year ahead from the economy’s effects to what Twitter can do for manufacturing to going green.
Trust is Key in High-Tech Manufacturing, Multichannel Selling
Getting exceptional results in B2B multichannel selling begins with exceptional trust.
Trust gets created and strengthened when channel partners are assured they are ordering the right product, and manufacturing is delivering the product right. Now take into account the speed at which high-tech manufacturing moves, and there are literally thousands of these decisions being made in a [...]
