The average salesperson selling custom build-to-order and engineer-to-order manufacturing products can sell without engineering or IT assistance only 25% of the time or less! And while 90% of senior sales executives say customization is critically important, less than 25% of their organizations have formal plans to support customization further.
These findings and others are in this analysis of a survey with senior sales executives, mostly at the vice president level, at 900 manufacturers of complex industrial, electrical and transportation equipment.
Learn what your peers say about:
The 5 factors increasing demand for customized products
The risks to customization
The effort and elapsed time in the sales process
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