Many manufacturing products are often highly technical, customized, and configurable. This makes quoting, pricing, and demonstrating value a significant challenge for sales teams, especially with non-technical buyers.
B2B manufacturing sales involve high-cost capital equipment or complex systems, which can lead to lengthy decision-making processes. Deals take months or even years, making it tougher for sales reps to maintain momentum and forcast revenue.
Buyers expect an experience that values the relationship, not just the transactions. Customers want self-service tools, transparent pricing, and rapid responses—forcing traditional sales teams to prioritize consistency, problem solving, and following through on commitments.
Sales teams often overpromise or misunderstand what can be delivered. This combined with poor communication between sales, engineering, and operations (or distributor reps) can create gaps in quoting, order accuracy, and customer expectations leading to missed expectations.
Sales data is often fragmented across ERP, CRM, and other systems. Many reps view CRM systems as a burden rather than a tool, so they don't fully use them. This leads to to poor data quality and limited visibility for sales leaders and performance tracking.
Many manufacturers struggle to modernize legacy systems and processes while adopting new technologies like IoT, AI, and digital twins, which can improve customer insights and operational efficiency. Reps are often too busy or unsupported to stay up-to-date.
This client collaborates with channel partners to sell and implement their solutions in healthcare facilities. This presents challenges in qualifying opportunities and ensuring alignment among all parties.
Engage provided deal workspaces to manage collaboration between their stakeholders, checklist systems for managing processes/resources to ensure compliance, and file sharing tools for collaboration.
This company saw improved overall deal velocity, 30%+ reduction in manual tasks, decreased onboarding time by over 2 weeks, and provided enhanced reporting for SOP/FDA compliance.
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