Miller Heiman Group

JULY 30, 2019

In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. Yet many manufacturers struggle to coach their sellers on how to identify these buying influences.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Hubspot Sales

JULY 20, 2018

Pricing and education are typically vetted and negotiated for a standard rate allowing portfolio companies to get right to work. Shared business services - Much like leveraging software availability and selection, many incubators offer accounting, banking, marketing, and manufacturing services to help companies scale.

Investors 85

Investors e-Learning Value Proposition Business Planning 85

Zendesk

MAY 19, 2022

Conversions can refer to sales, but they can also refer to prospects setting up a meeting to discuss pricing. In that case, the meeting is the conversion metric. However, it’s rare for every sales rep to meet their quota, so it shouldn’t be used as a marker for company profit. Value proposition. Conversion rate.

B2C 98

B2C Sales CRM Profitability 98

Hubspot Sales

JANUARY 22, 2018

Focus: Prospecting, negotiating and closing, social selling, and sales management. Focus: Sales meetings, objection handling, and closing. The sessions covers the entire sales process, from building rapport and setting initial expectations to giving demos and negotiating. On-Site Sales Training Programs. Vendor: Jeff Hoffman.

Sales Training 145

Sales Training B2B Sales Negotiation 145

Hubspot Sales

FEBRUARY 7, 2018

On the other hand, if you go into manufacturing sales, you’ll probably be responsible for handling deals from start to finish. People with strong interpersonal skills thrive as AEs, since the lion’s share of their day is spent in meetings, on the phone, sending emails, and/or engaging prospects on social media. AEs are held to quotas.

Account Management 133

Account Management Sales Interpersonal Skills Sales Management 133

Peter Simoons

DECEMBER 9, 2020

What is it that successful companies do differently which guarantee that whatever partnerships they enter into thrive and meet their set goals? For example, Philips is a leading manufacturer of household appliances. Building trust & value creating negotiation : is about the formation of the alliance.

Government 52

Government Value Proposition Logistics Publishing 52

Hubspot Sales

AUGUST 21, 2023

The engagement and conversion rates of your ads will indicate which value proposition and pain points work best. With your personas and value matrix built, dive deeper to understand the journey a potential customer will take, both from the buyer’s perspective and from the perspective of your company.

Marketing 98

Marketing Brainstorming Decision-making Advertising 98