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Organizations risk losing an average of $4 million in revenue from a single non-compliance event – easily caused by outdated training and certifications.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