Drive Growth by Finding the Most Effective Ways to Help Your Customers Succeed.
Few manufacturing companies can reliably deliver growth, and sales takes much of the heat for the pressure to deliver revenue targets. To find out what the main challenges are and how leaders are addressing them, Vennli surveyed more than one hundred sales leaders in the manufacturing industry and analyzed both the key issues and the solutions being used to combat them.
To better defend against the competition, sales team are using more competitive comparisons, sourcing additional competitive data, and using customer surveys and business analysis to drive their competitive intelligence arsenal.
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Addressing manufacturing sales challenges is a complex and ongoing task. While the drivers of these challenges vary, there are multiple paths to tackle them. More importantly, by understanding the drivers, sales teams can effectively prioritize where an organization should start to be the most successful.
With billions in annual revenue and over 20k employees, Vennli’s steel producer client is among the largest in North America. Despite their evident success across multiple industries, they had a small footprint specifically in the automotive industry. Accordingly, as their steel production capacity increased and their technology improved, the auto industry became a natural target market for growth.
The steel supplier’s growth in the automotive industry required significant investment, but in order to successfully break into this new market they needed to know where that investment would be best placed. They partnered with Vennli to gain a deeper understanding of their customers’ current and future needs.