Nowhere is this more important than in the sales department, particularly in the realm of prospecting. Modernizing processes streamlines prospecting efforts, enabling sales teams to identify and target potential customers with greater precision. This leads to a ripple effect of improved collaboration between sales and marketing, better customer satisfaction, and, most importantly, cost reduction, ensuring that manufacturers can stay one step ahead of the competition.
The COVID-19 pandemic has underscored the urgent need for manufacturers to streamline their operations in the face of recovery strategies such as reshoring. By eliminating high risks and costs associated with inefficient and error-prone manual processes and adopting agile and seamless workflows, manufacturers can not only increase their efficiency and reduce costs, they can save jobs.
When product engineers miss design cycle deadlines due to outdated design revisions between their CAD and ERP systems, it leads to costly delays and frustration. Similarly, managers wasting time trying to decipher what’s behind the smudges, fingerprints or jelly donut stains on their paperwork is unacceptable.
Greg Bohlin, Vice President of Sales and Customer Success at Alpha Software, emphasizes that relying on paper to collect data is a slow and error-prone process. "Did I write a 9 or 6?" he asks. This unreliability makes data useless, and you won't take action on it, so what's the point of capturing it in the first place?
In a post-pandemic world, manufacturers have been forced to take a hard look at their sales processes, with a staggering 67% recognizing the need for innovation and digitization. Enter Mary Lou Tyler, the sales guru behind the hit book "Predictable Prospecting," who has a fresh approach for navigating the intricate world of B2B sales industries such as manufacturing. Building on the strategy first outlined in her book, Tyler emphasizes the importance of meeting prospect’s needs rather than simply identifying who they are.
Here are the 3 key steps of Tyler's Self-Directed Prospecting approach:
The key to Tyler's Self-Directed Prospecting method is creating value for the prospect. This empathetic approach creates an instant connection with the Ideal Customer Profile (ICP), setting the foundation for a successful sales pitch.
By conducting thorough research and effectively targeting the ICP, sales teams can establish credibility and foster long-lasting customer relationships. Tyler's method boasts higher conversion rates and stronger bonds with prospects, making it a favorite among sales leaders in manufacturing.
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