The real key to successfully selling complex products and services lies in addressing the underlying issue—the need to capture knowledge from wherever it is held in the organization and making it available to whomever needs it, whenever and wherever that is.
What’s on the horizon for the U.S. manufacturing industry in 2010? Jerry Miller, director of Cincom’s Manufacturing Business Solutions, sat down to offer his insights of the year ahead from the economy’s effects to what Twitter can do for manufacturing to going green.
The majority (86%) of electrical-equipment manufacturers rely on a combination of direct and indirect (distributors and dealers) sales channels. That’s 15% more than the composite benchmark.
The majority (86%) of electrical-equipment manufacturers rely on a combination of direct and indirect (distributors and dealers) sales channels. That’s 15% more than the composite benchmark. Yet, none of the survey participants rely on advanced analytics and lead escalation to ‘learn’ which channel partners can deliver the best sales performance by each type of lead, according to a recent Cincom survey.
Guided selling systems are getting smart. So smart that you can now have one define entire itineraries for you – and even product entire product configurations based on your preference. How does this lead to differentiation for manufacturers?
During tough economic times, a strong Return-on-Equity (ROE) will insure a firm’s efficiency at generating profits from every single dollar of shareholders’ equity. Based on a recent Cincom survey, the Best-in-Class companies had an average ROE of 19.32%, while the industry average companies had an average ROE of 5.58%.
