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Showpad : Atlas Copco Sales Enablement Testimonial
approach but the buyer journey also differs . To ensure your manufacturing organisation successfully makes this move to servitisation , you need to take the time to understand how your existing buyers procure services and to provide your salespeople with the right content that maps to key purchasing stages .
In addition , there is a whole stream of new knowledge that needs to be shared and your salespeople certainly shouldn ’ t have to handle this alone . To up- or cross-sell the new service-driven offerings , such as maintenance and repairs , it is essential to involve subject matter experts in early customer meetings . They are usually able to emphasise the reliability of products and solutions . Also , they will help core sales staff understand your organisation ’ s future plans for product innovation and how the new services will support it . This helps position your organisation as a forwardthinking player .
PROFIT FROM ANALYTICS
For many organisations , the next stage of servitisation leverages software , often enabled by analytics or AI to
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Showpad : Atlas Copco Sales Enablement Testimonial
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