B2B shopping behaviors changed

What is Aftermarket Engagement and why OEMs should care

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B2B shopping behaviors changed
Best practice, Customer success, Data Science, Sales

What is Aftermarket Engagement and why OEMs should care

With thousands of customers and hundreds of products out in the field, most sales organizations at large industrial manufacturers do…

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Best practice, Data Science, Sales

How predictive analytics help build sales

“Sales teams need to update their approach to customer data in order to remain efficient”.  According The Sales Operations Optimization…

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digital transformation
Best practice, Data Science, IoT, Sales, Trends

Digital Transformation for the Service Enterprise

The Digital Revolution has already disrupted media, finance, consumer products, healthcare, and other sectors. Manufacturing leaders can’t (and shouldn’t) escape…

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Drifted customers
Sales

3 Steps To Reduce Installed Base Drift

Understanding your Installed Base and being able to show value to all of your customers that purchased your equipment is…

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Aftermarket growth
Best practice, Equipment as a service, Sales, Trends

Digital Reinvention: how do you apply it to your Aftermarket Business?

How hard do you work to sell new equipment with your Original Equipment sales team?  It’s obviously a key area…

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Sales

Driving Sales Force Effectiveness

In a prior post, we spoke of pending Annual Operating Plan (AOP) goals being created and prepared for the coming…

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Sales

What ingredients make for a great Aftermarket Salesperson?

So you have finally been convinced… Yes, you are ready to invest in and expand your Aftermarket sales team.  Congratulations!…

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Sales

Customers are like snowflakes

Customers are like snowflakes. Every one of them is different. They buy different products, produce different products / solutions, have…

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Sales

The High Cost of Doing Nothing

We intuitively know there are direct bottom-line impacts of making small and large changes to aftermarket processes and focus. Why…

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Product, Sales

When the leaves change and the candy bowls are empty, you know that AOP time is near!

The Fall season brings many things that I enjoy. The changing of the leaves, the kids and the costumes of…

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