What Spec Case Do I Need: A Better Way to Respond
“Can you tell me what spec box I need?” – is a fair question from a packaging buyer to a sales representative. “Hmm, err” – a common but poor response. Providing an answer is hard for salespeople. The easy way out is by offering heavier-weight packaging. This is a bad solution – more material, energy, […]
Who sets your prices?
Pricing is important. It affects whether you win the sale and the profit you make. The right process can cut staff costs, raise selling prices and help win more business. Read on to find out how. No avoiding the human touch There are many theories about how to price. Market comparison, the value created, demand, […]
Three wins in one for your bespoke corrugated offer
Bespoke corrugated products are unique. Unlike stock items, every quote needs costing. And with inflation, so do repeat orders too. Some businesses allow their sales team access to the MRP to do the costing. But should it be faster or easier to use? For others, this is not an option. Sales may be […]
Buyer enablement: Price is the missing piece
Selling custom products has its challenges –think of limitless variations. But in common with other sales situations uncovering precise requirements is critical for finding optimal solutions. Of course, people too are a factor. The expert buyer’s focus contrasts with the novice’s exploration—speed for the former, the latter seeking knowledge to build buyer confidence. Selling situations […]
Grow your sales: four advantages of instant pricing
We all want to make lots of great sales. We work hard to generate customer enquiries, but we don’t close every deal. Maybe someone got in first or perhaps made a better pitch. Could we do better? Of course, for some ideas, read on… We will never win 100% of the time. But we can […]
Are your prices right? 7 steps to optimise your pricing.
Worried about pricing? We can all fret over pricing. It’s hard to be certain we’ve got it right. And can be costly if we’re getting it wrong. Too low and we leave money on the table. Too high and no sale at all. But with research and a process, you can be sure to hit […]
Productivity Gain – How Machines and AI can aid Sales Automation and Business Growth
Wish your sales team was more productive? You’re not alone! Frustrated, annoyed, or uncertain. An internet of advice and claimed solutions. 19 steps to success… is this for real! But pause for a moment and reflect. Buyers want to buy. It’s what they do. Most begin work researching digitally. So KISS. Focus on the first […]
Mass Customisation Remains Top Issue For Manufacturers
Over 300 manufacturers gathered for the latest KTN webinar in The Manufacturing Made Smarter Series covering the subject of Mass Customisation. Emerging digital technologies were show-cased with examples of how they are helping deliver growth in productivity, efficiency and competitiveness. AMO Co-Founder and CEO, Rich Ingram, shared insights into the use of digital tech to […]
How to quote the ‘right’ option
It can be hard being asked the wrong question! Have you ever felt that? Sometimes I want to ask: “What do you mean?” or say: “Are you sure?”. Maybe experience says the simple response leads nowhere. It can worse when it’s about money. Trust becomes a factor. Comments can be misinterpreted. Trying to help can […]
4 steps to selling custom cases online
Selling online seems to become more important every day. We work with manufacturers and distributors of ‘made to order’ B2B products that would like to do more digitally. However, with no catalogue of standard items many have been hitting roadblocks. When we discuss challenges we come across the same three issues repeatedly. Each has a […]
