Manufacturing InsightsStrategic Account Management in the age of manufacturing complexity
Evolving customer requirements, the increase in the number of suppliers who can compete globally and product commoditization are just a few of the pressure points manufacturing sales teams are experiencing.
“Ask any manufacturer what they think about manufacturing sales. They’ll reply to your question with one word: complex.”
The customer value Tug-of-War for medical device manufacturers…
Creating competitively differentiated solution value for both clinical and administrative decision makers means aligning with competing sets of interests. Bridging this gap is essential for MedTech manufacturers and their account teams. But what is the best way to accomplish this?
Is identifying high-probability accounts getting more challenging for manufacturers?
An over-reliance on data can sometimes lead to poor choices on which accounts and opportunity paths to spend time with. There are other factors beyond the direction offered by data and analytics to consider.