Why the sales experience is now the true driver of revenue growth for auto and industrial manufacturers.
Manufacturing companies are increasingly focused on growth to stay ahead of the industry’s modern challenges. The traditional route to meeting revenue goals has been investing in customer support, marketing, and R&D activities and maintaining competitive pricing. Global competition, however, is changing the revenue generation landscape.
Manufacturers are comfortable improving designs and getting products to market quicker, but they tend not to tamper with the sales process, even though complex processes and slow quote times lead to lost deals – and lost revenue.
Salespeople often focus heavily on relationships and understand what their customers want after getting to know them over a few weeks, months or years. However, a focus on customer support prioritizes the post-transactional part of a customer’s experience. In reality, modern commerce requires customer relationships to begin with the first point of sale. If you wait until an established customer needs additional products or services to work on customer retention, you’ve already missed an opportunity to deliver a remarkable start-to-finish customer experience.
Complexity, in both manufactured products and sales processes, is encroaching on customers’ buying experiences.
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