Imagine that you manufacture industrial machinery or capital equipment. The product is technically strong, the ticket size is also substantial, and the customer's decision comes after a detailed evaluation. In such a business, sales do not just mean generating an inquiry, but the market has to be systematically developed.
First of all, attractive industries and applications are identified. Then the decision-making chain is mapped. Plant head, Purchase head, Technical team and Owner meet.
At what stage, which stakeholder has to be engaged is defined. The objective of the first meeting is clear. Technical presentation is connected to the customer application.
Follow-up cadence is defined. And it is decided on the basis of dealer versus direct sales, model, geography and opportunity. Territory potential, inquiry quality, opportunity aging, quotation conversion and individual productivity are translated into measurable KPIs.
Management gets clarity. Sales team gets direction. And market expansion becomes a planned and repeatable journey.
D&V Business Consulting. From strategy to system, from system to scale.
