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The Manufacturing industry is undergoing radical changes in today’s 'Age of the Customer' or 'Industry 4.0'. Competitive markets and demanding customers are driving the acceleration of sales cycles while delivering outstanding customer experience. With complex sales processes in place and crucial data living in siloed systems, there are several bottlenecks to resolve.
Quick Access to Information is Gold
Quick access to critical information and automating repetitive tasks are the key to a smooth and accelerated sales cycle. 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 and improve your manufacturing sales process with digital. Download our Manufacturing Sales Handbook to learn more!
The problems in manufacturing sales processes are the large varieties and number of information 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 find that keeping an overview is 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 needed to make strategic decisions in sales:
- Accounts
- Leads
- Opportunities
- Orders
- Markets
While it is critically important to collect and integrate data on ONE platform, the real impact comes from making it accessible where and when needed. This enables you to analyze it, and ultimately turn insights into action.
Effective engagement control powered by a Digital Sales Platform:
Effectively control your sales engagements with 'Saved Search' in the Digital Sales Platform. This mission-critical feature allows you to cut through your markets and processes, and quickly navigate to the right information:
- Get a complete overview of every account by region or industry. Information like account status, discounts, campaigns, or segments can help you prioritize accordingly.
- Bring your sales funnel up to speed and check on leads. Discover unassigned leads, and quickly automate ownership. Identify cold leads, and push them further down the funnel.
- Search, group, and filter your opportunities by size or organization. Always make sure that hot leads are filtered by "likelihood to close" and "last activity date." Compare saved searches on opportunities to gain a complete overview. This can help ensure that no potential opportunity is left without a quote.
- Find quotes pending customer reactions. Discover confirmed customer orders with no order in place yet. Identify quotes that are due, their due dates, or quotes that are overdue.
Overcome your sales bottlenecks and boost efficiency with pre-defined filters for quick access to accounts, leads, opportunities, and quotes.
Summary
Manufacturers are under pressure to accelerate sales cycles while delivering an outstanding customer experience. Complex sales processes and crucial data in siloed systems are among the biggest obstacles to making informed strategic decisions in sales. A Manufacturing Sales Platform is needed to collect and integrate information on ONE platform. With features such as 'Saved Search,' you can stay on top of all engagements and steer sales cycles to success.
Discover how a Digital Sales Platform can accelerate manufacturing sales processes--and help you reach profitability faster. Purpose-built for discrete manufacturing, it embeds industry best-practice for you to kick-start your business growth and competitiveness.
Explore the growth potential of your business with our latest Manufacturing Sales Handbook.
