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The manufacturing industry continues its broad shift to Industry 4.0 in which technologies unite information from both physical and digital sources.

This development presents challenges for many sales professionals in manufacturing because the nature of their value proposition is changing.

In Richardson Sales Performance’s brief, Realigning the Sales Process to a Changed Manufacturing Industry, we show why navigating a new environment means adopting three critical skills:


  • Speaking the language of business outcomes to effectively position solutions
  • Aligning the sales team to a universal selling methodology
  • Bringing more structure to deal qualification

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