Industrial CRM Leader Offers Lessons for Small Manufacturers

By: Thomas Cutler

Having a strong Value Proposition driving every sales activity will reduce the cost of sales. The key is to primarily allocate sales and marketing resources to only those opportunities that are likely to quickly recognize and value what it is that manufacturers have to offer.

Entitled "Smart Practices That Pay: Leveraging Information to Achieve Industrial Selling Results", this compendium focuses on the three key elements of a successful industrial sales effort: marketing strategy, sales management, and sales optimization through technology.

To learn more about industrial CRM for manufacturers and distributors interested organizations are directed to http://www.commence.com/MDCRM.asp, which offer a wealth of information about the subject as well as the ability to request the guide.

According to Larry Caretsky, President of Commence Corporation, "Many companies we interviewed admitted to the fact that they were still struggling with clearly defining what it is that makes them unique or even superior to their customers. Too many companies pursue multiple approaches to the market, copying what others have done and hoping that something will work. The Value Proposition needs to be specific, compelling, and something truly superior that the targeted customers care about. The Value Proposition also needs to be quantifiable. The term Value Proposition is widely overused and often "valueless" because it has no money associated with it. Without such a clear and consistent Value Proposition, sales reps will deliver a myriad of messages to your target markets, thus wasting precious time and perhaps even confusing and alienating legitimate prospects. Many companies have examples of lost sales or lost profit due to a salesperson's inability to differentiate the value that was being offered. Without a discipline of focusing
on value, sales calls decline into commodity-style negotiations over terms and price."

Commence (www.commence.com) offers lean industrial companies complete "Freedom Of Choice" to select the solutions and platform that best meets the business requirements of manufacturers and distributors. The comprehensive CRM Industrial application suite is available for use on premise or on-demand as a hosted service. Industrial leaders often build departmental lean CRM solutions with the award winning Commence Lean Industrial CRM Framework. These choices are why so many industrial companies choose Commence as the solution for managing customer relationships. All Commence Industrial solutions support mobile or wireless connectivity and integration to back-office accounting and ERP systems.

Enterprise Information Systems
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