target audience: TECH SUPPLIER Publication date: Sep 2023 - Document type: Market Presentation - Doc Document number: # US49876123
Industry Conversation Handbook: Worldwide Manufacturing, 2023
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Abstract
This IDC Market Presentation provides an industry conversation handbook that is designed to provide general and synthetic knowledge to support salespeople of technology vendors when they first approach a buyer. This handbook aims to ignite a meaningful customer engagement, addressing the following:
- What is the industry structure and key business processes?
- How can you improveyoursales approachto better address the needs of potential buyers?
- Learn about the specific needs of different subverticals or subindustries and position your products/services to meet those requirements effectively
- Communicate competently with buyers by using language that resonates with them, initiating conversations, and asking questions that are relevant to their interests and needs
- Showcase the most appropriate products/services that meet the buyer's needs and illustrate with real-life examples how they can be advantageous to the buyer
The topics discussed in this Industry Conversation Handbook are selected by senior IDC analysts based on in-depth and ongoing IDC research about the manufacturing industry.
The handbook equips sales professionals with basic information concerning the manufacturing industry to contact buyers with confidence. It provides a toolkit to spark discussions, helping salespeople show preparedness and stimulate interest in technology buyers with significant conversation teasers and examples. It does not provide an in-depth analysis of the industry or of buyers' personas, nor does it seek to present a comprehensive sales strategy.
"This handbook gives tech providers vital information and conversation starters to engage with tech buyers in manufacturing organizations successfully," said Stefanie Naujoks, research director, IDC Manufacturing Insights.