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The big sales switch - How to use data to drive sales in servitised manufacturing

As industrial revolutions go, a decade is pretty fast track. That’s about how long the European manufacturing industry has been talking about servitisation – the game-changing shift away from selling products to selling services. To derive value from servitisation any time soon though, manufacturers will need to help their sales teams work out how to communicate the new value exchange to customers. We’ve identified seven valuable sources of data manufacturers already have inside the business. Pull these together and share the insights with your sales teams to help them adapt their approach and achieve better, faster, and smarter service-based sales.

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Production data

There's no stopping technology. That's great - but it also means that today's innovative products turn into tomorrow's commodities quicker than ever, dragging prices down with them.

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Social media insights

Since many of today's buyers don't engage a salesperson until they're 70% through the buying process, successful sales teams need to play the long game of social listening.

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Engagement data

Once your sales teams understand what information or expertise prospects are interested in and what stage of the buying cycle they're at, they can approach them with relevant content.

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A single digital view of your prospects

Self-directed buyers are carrying out independent research, identifying their own needs and forming a view of suppliers. If and when they want to talk, you need to be ready.

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Sales efficiency data

Boost your closing ratio by introducing sales performance analytics into your planning and encouraging knowledge sharing across the entire sales organisation.

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IoT data

Connected products are helping manufacturers optimise every corner of their operations, from supply chain efficiency and workforce safety to remote diagnostics and predictive maintenance.

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Field insights

Notes from the 'coal face' generated by your field-based employees and engineers are a hugely valuable source of ideas and insights.

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Want to know more?

Today's most successful manufacturers have found ways to share knowledge from data across the organisation. It's helping them understand their customers better, build more relevant offers, and run a more profitable business. We've written an ebook about it.

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Drive business results by connecting people, products, services and data with next-generation, multi-channel applications from Dynamics 365.

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