Miller Heiman Group
AUGUST 6, 2019
Modern manufacturing sellers are no different. When price is the primary focus of a prospect, salespeople need to find a way to focus the conversation on value so they can continue building the relationship. Demonstrate Value by Engaging Early and Establishing Expertise. Emphasize Total Cost of Ownership.
Blue Canyon Partners
JUNE 17, 2021
The model also identifies which initiatives should be prioritized to generate the fastest return on investment. Build the Case – Does our offering have a clear value proposition targeting priority segments that economically benefit customers ? Blue Canyon’s Commercial Excellence Framework. Implementation.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Blue Canyon Partners
SEPTEMBER 11, 2020
We need to prioritize our resource allocation with market-backed guidance. – Our business model has always been based on a product strategy; whatever the salesperson sold, we would then tell manufacturing to make it. This cluttered up our manufacturing systems. – B2B Manufacturing Executive. B2B Head of Product Programs.
Blue Canyon Partners
SEPTEMBER 11, 2020
We need to prioritize our resource allocation with market-backed guidance. – Our business model has always been based on a product strategy; whatever the salesperson sold, we would then tell manufacturing to make it. This cluttered up our manufacturing systems. – B2B Manufacturing Executive. B2B Head of Product Programs.
CMOE
JULY 23, 2021
To fill this gap and position an organization for long-term success, leaders must prioritize strategy. For example, Hitachi, a leading multinational manufacturer of automotive systems, construction machinery, and defense systems, divides its long-term vision into a three-year mid-term plan. How is the target marketing shifting?
SalesGlobe
MARCH 16, 2023
Availability, Price Hikes, and Regulation Changes The HVAC industry itself is dealing with what people are calling the “three-headed monster”, in that there is lack of availability, price hikes in manufacturing, and a recent department of energy regulation on SEER and EER ratings of certain HVAC systems.
Blue Canyon Partners
JUNE 12, 2020
Appreciating the degree of intensity, certainty, and speed in which these variables are changing will help you prioritize which dimensions of your strategy require reexamination. What markets and segments should we prioritize? And, their offer and value proposition must accompany this approach. Where to Play?
Expert insights. Personalized for you.
49 
Let's personalize your content