In the manufacturing sector, increased competition and pricing pressure have led to stronger selling capabilities. With technology, buyers have access to a wealth of data before engaging with a seller. As a result, expectations in selling meetings are raised.
The manufacturing and industrial sectors have seen an increase in new entrants in recent years. Many of these competitors try to commoditize goods solely on the basis of price. As a result, it is difficult for leading businesses to grow through acquisition. However, in the long run, growth can only be achieved through sales. Effective companies are therefore focusing more on sales strategies.