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The Power of Crucial Information Access in Manufacturing Sales

Posted by Sabine Kempe on May 14, 2020 1:53:12 PM
Sabine Kempe
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The Manufacturing industry is undergoing radical changes in the midst of the 'Age of the Customer' and 'Industry 4.0'. Competitive markets and demanding customers are the driving force behind the goal of accelerating sales cycles whilst delivering outstanding customer experience. With complex sales processes in place and crucial data living in siloed systems, there are a number of bottlenecks to surpass.

Quick Access to Information is Gold

Quick access to critical information and automating repeating tasks are the key to smooth and accelerated sales cycles. But if information from accounts, opportunities, quotes, customers and markets are gold, how do manufacturers gain quick access? And more importantly, how do they mint this gold into coins?


Explore how to power your decision making via a Manufacturing Sales Platform in a personal demo!


The problem in manufacturing sales processes are the type and amount of information storage and processing systems. Building complex products that require the cooperation of different factories, often with different owners, creates a massive amount of data. Add all data from customer interactions, production and markets and you will admit that keeping an overview is more than difficult. 

Top 5 Information to Steer Manufacturing Sales

Data has become a commodity, in manufacturing just as well as in other industries. 

Let's have a look at the top 5 information buckets for manufacturers, that are needed to make operational as well as strategic decisions in sales:

  1. Accounts
  2. Leads
  3. Opportunities
  4. Orders
  5. Markets

While it is critically important to collect and integrate information on ONE platform, the real impact comes from making it accessible where and when needed, analysing it and ultimately turning insights into action

Effective engagement control powered by the Manufacturing X Sales Platform:

Effectively control your sales engagements with 'Saved Search' in Manufacturing X Sales Platform. This mission critical feature allows you to slice and dice your markets and processes and quickly navigate to the right information:

  • Quickly check on a segmented list of accounts, such as based on regions or industries to make quick decisions on priorities, named account status, account discounts, regional marketing campaigns or event invitations by segment. 
  • Bring your sales funnel up to speed and check on leads. Which leads are currently unassigned and how can you quickly automate ownership? Which leads don't have an opportunity and how can you push them further down the funnel?
  • Search, group and filter your opportunities by size or organization. Always make sure that hot opportunities are followed by filtering by likelihood to close and last activity date. Compare saved searches on opportunities easily to gain a complete overview and make sure no promising opportunity is left without a quote.
  • Are there any quotes pending customer reactions? For which orders that are confirmed by customer is no order in place yet? Which quotes are due in 14 or 30 days? Which ones are overdue?

Overcome your bottlenecks and leverage quick access to accounts, leads, opportunities and quotes with pre-defined filters to boost efficiency.

Summary

Manufacturers are pressured to accelerate sales cycles whilst delivering outstanding customer experience. Complex sales processes and crucial data living in siloed systems are among the biggest obstacles for manufacturers to make informed operational as well as strategic decisions in sales. A Manufacturing Sales Platform is needed to collect and integrate information on ONE platform. With features such as 'Saved Search' it enables you to stay on top of all engagements and steer sales cycles to success.

 


Discover how Manufacturing X Sales Platform is different from conventional sales solutions. Purpose-built for discrete manufacturing it embeds industry best-practice for you to kick-start your business growth and competitiveness.

Explore the growth potential for your business in a personal demo!


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Sabine Kempe

Written by Sabine Kempe

Sabine is responsible for In Mind Cloud´s marketing. A cloud enthusiast at heart, she is dedicated to matching the challenges of manufacturing businesses with the opportunities of a digitalized world.

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