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Selling Outcomes in Manufacturing

Meet the needs of a changing industry and digital-first buyers with a consultative approach founded on 4 key principles:

  • Selling solutions tailored to customer objectives
  • Navigating the complexities of modern compliance
  • Managing growth driven by mergers and acquisitions
  • Optimizing the digital-first buyer experience.

A manufacturer’s quick guide to sales transformation Pages

Turn buyers into partners.

Start transforming bland interactions into seamless collaborations with rewarding outcomes.

Sellers are facing up to an industry in flux.

Navigating new logos.

Manufacturers continued expanding platforms and closing strategic market gaps through M&A in 2021, growing deal value by 50% – as volume remained stable.

Engaging busy buyers.

Modern B2B buyers are now spending only 17% of their time meeting with potential suppliers when considering a purchase – and 5-6% of their time with each vendor.

Running compliance risks.

Organizations risk losing an average of $4 million in revenue from a single non-compliance event – easily caused by outdated training and certifications.

Transformation efforts are already delivering returns.

Transformation efforts are already delivering returns.

There’s growing buyer demand for full-service long-term solutions over one-and-done products. And for those manufacturers that have put in the effort to embrace this shift toward the servitization of products and portfolios, service revenues are 30% higher than peers. But true servitization is only delivered through a proactive, consultative approach.