Content Intelligence Blog

1 min read

Adapting Sales Tactics for New Manufacturing Procurement Contacts

By Vennli on Jun 20, 2017 3:50:35 PM

Leading salespeople understand the importance of building and maintaining excellent customer relationships–but how do you keep the sale when your manufacturing procurement contact has retired or moved onto another company? To keep your customer, you will need to pay close attention to who they are, then tailor your communication style or your messages to cultivate the new customer relationship. Here are a few tactics that will help you keep the sale.

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3 min read

Know Your Manufacturing Customer’s Sales Journey

By Bart Frischknecht, PhD on Jun 12, 2017 4:44:12 PM

By considering our customers’ unique sales journey and buying styles, we can tailor our messages and sales approach, and increase our sales effectiveness.

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2 min read

Watch Out for These 4 Manufacturing Trends in 2017

By Vennli on May 31, 2017 3:04:46 PM

It is no secret that recently the manufacturing industry has been changing. The natural rise of technology and evolution of the economy has resulted in a shift in the manufacturing industry: foreign trade is at historically low levels and changing governments have caused concern to the future of the manufacturing industry.

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eBook: Addressing the Challenges Facing Manufacturing Sales

By Vennli on May 30, 2017 9:55:03 AM

April presented the largest rise in manufacturing production since 2014, and the Wall Street Journal recently published an article about this solid increase in output in manufacturing.

Topics: Manufacturing
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5 min read

What Dating Taught Me About Understanding Manufacturing Sales

By Bart Frischknecht, PhD on May 22, 2017 10:33:53 AM

I used to think that great deals started with a great product and closed with a Jedi salesperson that could mystically anticipate every customer objection and demonstrate product superiority in terms of benefits, features, and price. I realized that if I maintained this outlook, the customer starts to feel like the enemy. As I watched sales cycle after sales cycle, my perspective changed.

Topics: Manufacturing
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