4 Key Sales Challenges in Manufacturing

sales challenges

Sales in the manufacturing industry can feel like a page ripped straight from Dante’s Inferno – “abandon all hope, ye who enter here.” That might be a bit overdramatic, but you don’t have to spend much time in the manufacturing space to understand that the struggle is real. Before you throw in the cards, let’s…

Read More

Sales Training for Technology Manufacturing

manufacturing sales

In real estate, the saying is “location, location, location.” In the world of technology manufacturing sales, location is replaced with the word “access.” Access is critical for any sales organization, but in the technology industry, it has become the single most important factor that determines sales success. Access starts with getting in front of the…

Read More

Overcome Objections To Get A Meeting

Overcome objections to get a meeting

Your reps may be great at peeling back the layers of each organization to find the right decision-maker, but how do they overcome objections and a meeting? Chances are there is a gatekeeper that is ready to throw up one objection after another, all in an effort to filter out the riff-raff and not waste…

Read More

Overcoming Objections To Close A Sale

overcoming objections

The prospect is a great fit. Check. The prospect’s needs and challenges are clearly understood. Check. The rep has gone out of their way to make the process easy. Check. The deal should be a slam dunk – right? Sales reps can do everything right, and yet overcoming objections can still creep into the equation…

Read More

How to Handle Objections in Sales

handle objections

“Selling doesn’t begin until the customer objects.” Sound familiar? For decades, sales have been about closing at all costs and these archaic catchphrases have become commonplace among sales leaders. While they are ingrained in the fabric of the sales landscape, they have become detrimental to the success of sales teams across the world. As buyers…

Read More

5 Common Sales Objections

sales objections

Let’s face it, sales teams spend countless hours each year role-playing, analyzing customer discussions, and more – all in an effort to improve their effectiveness at overcoming objections. For decades hard sales techniques have been the prevailing strategy, but as buyers continue to become more educated about the products they are buying and the competition…

Read More