Close More Manufacturing Sales with Industry-Specific Resources

Brad Gerick | March 27, 2024

The transition from generating leads, particularly through digital marketing, to closing sales is challenging in any industry.

They’re compounded for manufacturing businesses, though, by the complexity of products and the necessity of a nuanced understanding of customer needs. The journey from lead to conversion is not just about selling a product; it’s about effectively communicating value while being able to close high-value transactions.

This requires tailored, case-by-case approaches to sales leadership, team management and training. It also means leveraging CRMs – like Salesforce – and sales data analytics to improve conversion rates.

Third-party consultants who have a proven track record often make this process much easier, accelerating value creation for businesses. At BluWave, we equip manufacturing companies with the tools and strategies needed to enhance sales effectiveness and training.

Let’s talk more about these challenges and how our invite-only network of experts can come alongside your business to help.

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Three salespeople are seated in front a couple monitors, but they're looking at something on the desk. There are two males and a female, all white. The middle person is a male wearing glasses. Both males have beards. One has a tie and the other just a button-up that's open at the top. The woman has her right elbow on the table and is wearing all black. There are two more women standing in the background looking at a laptop. They're all in an open office with glass walls and doors.

Transitioning from Digital Marketing to Sales

The manufacturing industry often excels in generating leads through digital marketing but may struggle with effectively nurturing and converting these leads into sales. The gap between initial and final purchase decision requires a nuanced, strategic approach.

Expert third-party consultants can offer tailored strategies that bridge this gap, focusing on the development of a seamless transition process from digital leads to inside sales conversions. By implementing best practices for lead follow-up and nurturing, companies can significantly improve their conversion rates, ensuring that the potential of digital marketing efforts is fully realized.

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Sales Leadership and Team Management in Manufacturing

The unique selling environment of the manufacturing sector necessitates experienced sales leadership to face the complexities of B2B sales and managing teams to effectively sell high-value products.

Bringing on fresh sales leadership and team management can provide targeted consulting to develop the skills of your sales team.

These experts provide industry-specific knowledge and strategies for optimizing performance, focusing on metrics-driven management and the development of a cohesive, effective sales team.

Customized Sales Training for Manufacturing Products

Standard sales training programs often fall short in addressing the specific needs of manufacturing sales teams. The diversity of manufacturing products demands training programs that are not only comprehensive but also customized to the product range and target customer base.

We see demand for products relating to glass, construction, aluminum, steel, copper and many other sector-specific products.

Expert third-party providers can develop and implement customized sales training programs that cover product knowledge, sales techniques and customer engagement strategies tailored to the manufacturing industry. This ensures that sales teams are equipped with the knowledge and skills needed to effectively sell complex products.

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Leveraging CRM and Sales Data for Manufacturing Sales

Manufacturing companies frequently underutilize CRM systems and sales data, missing out on opportunities to optimize their sales strategies. Outside consultants can offer guidance on effectively capturing and analyzing sales data, utilizing CRM tools to their full potential.

By training sales teams on the strategic use of sales data for decision-making and strategy adjustments, companies can enhance their sales effectiveness, identifying opportunities for improvement and refining their sales approaches based on data-driven insights.

Strategic Sales Strategy Overhaul for Market Alignment

For manufacturing companies seeking to realign their sales strategies with current market demands, a strategic overhaul may be necessary. Expert solutions can assist in developing an omnichannel sales strategy that balances direct sales, ecommerce and other channels.

These strategies are designed to reach the diverse customer base typical in the manufacturing industry, ensuring that sales efforts are aligned with market trends and customer preferences.

CASE STUDY: Interim CEO for Manufacturing Company Seeking Permanent Leader

Organizing Sales Training Infrastructure for Diverse Products

The absence of a structured sales training infrastructure poses a significant challenge in the manufacturing sector. This can be addressed with training programs that accommodate the breadth of products and sales scenarios typical in manufacturing.

By creating a comprehensive training infrastructure, companies can ensure that their sales teams are well-prepared to address the diverse needs of their customers, enhancing overall sales performance and productivity.

Whether you’re a PE firm supporting a portco in the manufacturing industry, or you’re a private or public company looking for sector-specific resources, the Business Builders’ Network is at your disposal.

Our research and operations team knows who you need before you contact us, and is prepared to connect you with a short list of industry-specific options.

Partnering with BluWave can not only gives you more confidence, but we can help you get started within a single business day. Set up your scoping call today, and we’ll provide a short list of situation-specific resources who can help your business reach its next stage of growth.

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