Released on: 31, August 2006
, Author: Larry Caretsky
, Audience: Software related
In an effort to help industrial distributors and manufacturersthrive, Commence Corporation presents Practices That Pay: Leveraging Information toAchieve Industrial Selling Results, a compendium of smart practices from the leadingindustrial sales and marketing experts and organizations that are growing in todayÂ'schallenging environment.
According to Larry Caretsky, President of Commence Corporation(www.commence.com/ mfg./) Â Though it seems obvious to the leading industrialmanufacturers and distributors, choosing a focus is a difficult task that fewindustrial organizations do consistently well. Creating a focus is as easy asarticulately answering the following question: What customers can we serve betterthan anyone else? Your research should point you in a clear direction. Leadingindustrial organizations state that clearly defining the target market, includingjob title, pains, number of potential customers, locations, and any other pertinentinformation, is an extremely useful way to generate a list of viable prospects. Â
Manufacturers will next need to determine if they need additional channel resourcesto reach this target market. If so, create a clear profile of the ideal distributoror manufacturerÂ's rep and generate a list of candidates.
Clearly Define a Value Proposition
Caretsky insists,  Defining your value proposition is a key task for all industrialmanagement teams. Without a clear value proposition, sales reps will have varyingsuccess and deliver a myriad of messages to your target markets. Start by answeringthe following question: what services do we provide to our target market better thanany competing alternative in the world? This should not be an easy answer. It needsto be specific, compelling, and something truly unique that customers care about. Most importantly, it needs to be quantifiable. The term value proposition is widelyoverused, and often  valueless because it has no money associated with it.Â
Commence offers industrial companies complete  Freedom Of Choice to select thesolutions and platform that best meets the business requirements of manufacturersand distributors. The comprehensive CRM Industrial application suite is availablefor use on premise or on-demand as a hosted service. Industrial leaders often builddepartmental CRM solutions with the award winning Commence Industrial CRM Framework.These choices are why so many industrial companies choose Commence as the solutionfor managing customer relationships. All Commence Industrial solutions supportmobile or wireless connectivity and integration to back-office accounting and ERPsystems.
Source: Express-Press-Release.com
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