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.
Mercuri International
MARCH 8, 2022
China’s shift in the last 30 years, from being the world’s number one source of low cost manufacturing to a broad industrial base that now includes cutting edge research, product development, business development and design has signalled that established businesses can no longer rely on quality and innovation to remain industry leaders.
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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.
Zendesk
MAY 19, 2022
Upselling is a tactic in which a rep tries to increase the value of a sale by encouraging a prospect to buy a higher-end version of the initial product they were interested in. Value proposition. A value proposition is a breakdown of all the benefits provided by a product or service. Field sales rep. Escalations.
Hubspot Sales
NOVEMBER 14, 2019
Unless you’ve worked in manufacturing, chances are you may not be familiar with the principles of Lean management. Originating from the Toyota Production System — an impressive implementation of organizational and manufacturing improvements — the benefits of Lean extend far beyond the field of manufacturing.
Hubspot Sales
JANUARY 22, 2018
Focus: Prospecting, negotiating and closing, social selling, and sales management. The sessions covers the entire sales process, from building rapport and setting initial expectations to giving demos and negotiating. Intended audience: Sales leaders in tech, SaaS, manufacturing, distribution, telecom, and utilities.
Peter Simoons
DECEMBER 9, 2020
For example, Philips is a leading manufacturer of household appliances. Building trust & value creating negotiation : is about the formation of the alliance. You will work to build trust with your partner and form an alliance where the values of both partners are respected and each strategic vision is represented.
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