Manufacturing a better sales process.

Some joint research with YouGov showed that 70 per cent of UK business decision makers have admitted that their organisations do not have a systematic approach to engaging with customers and prospects. No industry does particularly well, but manufacturing, with much talk recently of the pivotal role it will play in increasing trade and re-balancing the economy, fares worse than most. Just 16 per cent of respondents in the sector say they have a single, commonly used and widely understood sales methodology.

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David Freedman, Head of Business Development, Huthwaite International. Published in Institution of Mechanical Engineers