Your engineers know how to design. Nobody taught them to sell. Result: technically flawless proposals that don't convert, because nobody linked the part to the customer's business issue. Today, the product serves the service, not the other way round.
Sales enablement: content, coaching, digital tools and training, structured together. According to the Korn Ferry Sell Institute, organisations that invest consistently in sales enablement achieve better quota attainment and faster onboarding.
These practices were built in tech. Technology companies show a CRM adoption rate of 94%, versus 86% in manufacturing. This gap can be closed quickly, provided the four pillars are structured together, not one after another.
Distribution, manufacturing or engineering: each environment has its own sales trap.
When hundreds of salespeople sell the same products as the competition, price becomes the only lever. You have to sell something beyond the catalogue.
An industrial deal involves 6 to 10 decision-makers on average. Convincing a single contact when eight others are deciding behind the scenes is guaranteed failure.
Your best engineers can defend a technical case with ease. Facing an experienced procurement team, they lose their confidence.
"Entrepreneurship has little to do with technology. What matters most is knowing how to sell."
If the best technical profiles have to unlearn the idea that the product is enough, yours won't escape it either.
Turn your teams' expertise into buying decisions.
Your salespeople, engineers, consultants and project managers already have the necessary knowledge.
The problem is not what they know.
The problem is their ability to connect that expertise to the economic, operational and strategic challenges of their clients.
Keeshifts helps organisations create conversations that move decisions forward, strengthen their influence and turn their expertise into a competitive advantage.
