U.S. manufacturers face a rapidly changing landscape in an industry still recovering from the 2008-2009 recession. American manufacturers now must contend with rising labor costs, competition from globalization and an unpredictable tariff battle raging between the U.S. and China.
Manufacturing sales leaders face an additional layer of challenges:
- A sales talent crisis driven by an aging workforce and a lack of succession planning
- Changing approaches to purchasing, as buyers seek sellers out later in the process and see sellers as interchangeable
- Increased expectations from buyers, who want salespeople to offer deep understanding of how to solve business problems like cost increases from tariffs or delays in the supply chain
- A rapidly growing list of diverse stakeholders, including procurement managers or engineers, all of whom are driven by their own motivations and personal and business needs
But despite these hurdles, manufacturing sales success can still be found. In today’s market, manufacturers must reinvent their approach to selling — investing more in aligning their people, processes and technology to position themselves to stand out in today’s crowded and complicated global market.
In this report, you’ll find tools to help build your manufacturing sales strategy:
- Analysis of the four trends that most worry manufacturers
- New research showing the sales practices manufacturers should adopt
- Eight practical steps to take now to transform manufacturing sales strategy
Through new research and actionable advice, this guide offers manufacturing sales leaders tools to understand their shifting environment, focus on deepening customer relationships and grow win rates.