Adapting Sales Tactics for New Manufacturing Procurement Contacts

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. Read More →

5 Ways to Shorten Your Manufacturing Sales Cycle

We spend much of our time thinking about how attractive our customers look to us. The secret to shortening manufacturing sales cycles is to understand how attractive we look to our potential customers. Think about it. In meeting after meeting and spreadsheet after spreadsheet we analyze customers based on their purchase volume, profit margin, and product mix—celebrating those customers that buy a lot, pay a lot, or buy what we want to sell. In the same breath, we grumble about customers that require gobs of TLC but then don’t buy very much, spend very much, or order what we would like to sell. Read More →