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Acclivus knows that international industrial equipment manufacturing
organizations rely on the health of the U.S. economy and on ever-changing
sub-sector demands such as construction and agriculture. Since costs
are primarily fixed, most industrial manufacturers focus on demand
volume, efficient production, and the skills of their sales professionals.
Because customers are industrial companies or commercial users,
successful sales and business relationships must be managed by knowledgeable
and highly skilled in-house sales teams complemented by manufacturers’
representatives and independent dealers.
Acclivus’ clients have long recognized that the difference
that makes the difference in achieving profitable revenue goals
in the industrial equipment industry is the capacity of their sales
teams to develop and retain long-term Business-with-Business®
relationships based on value, respect, rapport, and trust. In addition
to in-depth engineering knowledge, these sales professionals must
demonstrate the skills to effectively position, differentiate, diagnose,
and prescribe not only the right industrial equipment products,
but also provide compelling value-added solutions and the need for
working with a collaborative business partner. They must be able
to successfully work equally well with their customers, dealerships,
franchises, and frequently distributors.
For more than 30 years, Acclivus sales and service performance
development programs have enabled organizations, such as Bandag,
Cummins, Caterpillar, General Electric, Owens Corning, Rockwell
Automation, and Stewart & Stevenson, to measurably increase
the critical skills of the consummate sales professional. These
critical skills include communicating, negotiating, planning, presenting,
and strategizing to achieve aggressive revenue goals, leverageable
customer results, and lasting relationships.
Contact Acclivus today
to learn how to measurably increase revenues and build stronger
customer relationships for the industrial manufacturing industry.
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