How IT and Sales can work together to sell complex products more effectively

Increase sales effectiveness for build-to-order products

It's no secret that selling complex products calls for close collaboration, particularly between the engineering and sales departments. Information technology can bridge those functional gaps that too often lead to misunderstandings, and thereby diminish accuracy, lengthen delivery times, and drive up costs.

You'll also hear a report on the findings of the industry’s first survey on best practices in sales effectiveness for build-to-order products. How complex products are designed, made, and distributed is very much influenced by how they're sold, making the results relevant for all complex-product makers. The survey results will be the basis to answer questions such as the following:

What do sales people believe works when it comes to sale of complex products?
Does your perception of what it takes to succeed match those of other sellers?
Are you supporting your company’s efforts in a way sales people and customers have come to expect?

Speakers:

Don Brekke, Vice President of Information Technology, Greenheck Fan

Dan Simerlink, Six Sigma Black Belt, Cincom Systems

Moderator:

Kevin Parker, Editorial Director, Manufacturing Business Technology

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