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In many established manufacturing companies, some of the organization’s most valuable business knowledge does not reside in a database, operating procedure, CRM, or strategic plan. It resides in the experience of individual employees.

A veteran salesperson may know which customers are highly price-sensitive, which relationships require executive attention, and which accounts are becoming vulnerable to a competitor.

Every leadership team has experienced the same moment.

The team gathers for a strategy session. The conversation is energized. New ideas emerge. Opportunities are identified. Priorities are agreed upon. The meeting ends with a sense of clarity and momentum.

For decades, sales in many manufacturing organizations followed a familiar script: respond to inbound demand, quote accurately, deliver reliably, repeat. When demand was steady and differentiation came primarily from product or price, that approach worked just fine.

As businesses mature, expanding market reach becomes essential. Whether you’re merging with another company, acquiring a new business, adding to your product offerings, or simply looking to grow your sales team, your sales structure will likely need to adapt to meet new demands.

You have to think about how you structure your team in this new environment, because things will likely need to change—and they should.

Do your sales reps do their own thing? Are you able to develop goals, measure results, and adjust expectations and actions based on data or is it a free-for-all? According to recent studies, only 33% of sales reps’ time is spent actively selling¹, and 40% of their time is looking for someone to call². Add to that the fact that up to 70% of the B2B buyer’s journey is complete before a sales rep is ever involved in the process. It’s no wonder companies are struggling to increase revenue.

Did you know that a well-done consultative sales process mirrors the myths and legends that human beings have told each other for millennia? While at first, that sounds a little far-fetched, stay with me here as we show how, since the dawn of man, the tales we’ve told and the heroes we’ve come to love, inform and frame our worldview.

In recent years, leaps and bounds in the world of business technology have greatly enhanced the ways in which B2B companies sell to their customers. From using customer relationship management tools to manage and accelerate the sales process to tapping into social networks to create meaningful connections with prospects, it seems like every year brings a trove of incredible tech that can be leveraged for business growth. 

In today’s dynamic global economy, we all know that change is constant and increasingly faster. Your company’s ability and agility to adjust quickly to market changes impacts your revenues and profitability, especially when it comes to pricing and price changes.

A family-owned, St. Louis-based commercial printing company, The Advertisers Printing Company, proves you’re never too old for growth and change. For nearly a century, this business has stayed at the forefront of modern printing and cutting-edge technology. So why did the third- and fourth-generation owners decide to work with Atomic Revenue?

External guidelines are critical in the design process, needed to assure alignment among all parties involved in your sales efforts. The development and use of a Creative Brief can be an extremely valuable tool in achieving message consistency and clarity.