Decision-making Manufacturing Procurement 
Holden Advisors
MARCH 3, 2022
My clients answered no, which made the decision easy. Our value list looked something like this: We were the incumbent, and we had a great relationship with the buying decision maker. We had just-in-time inventory hubs at their manufacturing facilities where we stored a two-week supply of our product. We didn’t think they did.
Hubspot Sales
NOVEMBER 5, 2019
With customers having access to more information than ever, how can you make your offering stand out? For buyers, there are many benefits of conducting a reverse auction, including: Competitive pricing — Because sellers are competing with one another to win over the buyer, pricing is a major factor in the decision-making process.
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.
SuperOffice
DECEMBER 21, 2021
But for businesses in construction, IT and manufacturing, there are additional aspects of CRM that can make daily tasks simple. CRM for Manufacturing. So, what makes CRM any different? This doesn’t make it easy to distinguish meaningful information from the noise. CRM for Construction. CRM for IT.
QYMATIX
MARCH 25, 2025
Businesses sometimes can make a distinction between voluntary churn and involuntary churn. Voluntary churn refers to the conscious decision by a customer to switch to another supplier or service provider. This decision again can be tricky. Take a time-period that makes more sense to your business model.
Mike Kunkle
FEBRUARY 5, 2023
Thoughts on Viewing Sales Process Differently If I were doing process design internally, creating process for something within my span of control at work, or running engineering or a manufacturing line, I would follow Deming’s advice to a tee, to reduce or eliminate variation and deviation as much as possible.
Miller Heiman Group
SEPTEMBER 24, 2019
Manufacturing sales leaders need insight into your organization’s sales funnel in order to accurately manage the pipeline. A strong funnel management plan is one that uses your pipeline to guide decisions about your daily sales activities, strategies and selling time spent in order to achieve both short-term and long-term goals.
Expert insights. Personalized for you.
195 
Let's personalize your content