From the course: Selling into Industries: Manufacturing

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Using research and data to strategize the manufacturing sale

Using research and data to strategize the manufacturing sale

From the course: Selling into Industries: Manufacturing

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Using research and data to strategize the manufacturing sale

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- Sales can be a guessing game. Which leads to follow, which customers to call back, what products to offer. In sales, you often make those decisions on a hunch. What you as the sales rep thinks and the experience you have. You got by on your intuition. Now, while what the sales rep thinks is still an important quality in choosing who to call on and how to guide the sale, data and research have changed the game. They have made sales a lot more predictable and sales reps a lot more accurate. Manufacturing sales reps can use data to find sales, increase the likelihood of closing the sale, and predict the best ways to expand and secure client relationships. When selling into manufacturing, you need to make data and research an integral part of your sales strategy. If you're lucky enough to work for a company that has advanced tools and technology to provide these analytics, then great. Take advantage of it. If not, don't worry. Data can still be gathered the old fashioned way. Here are…

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