How manufacturing companies can shift from product to value sell

How manufacturing companies can shift from product to value sell

People and companies are buying differently, so what does that mean for the ways in which companies need to sell?


There is no doubt the world of commerce has changed dramatically in recent years. The proliferation of the web, delivering limitless information to your desktop has had a huge, and obvious, effect. However, particularly in the B2B world, there are other, more subtle changes happening and this is especially true in the global manufacturing sector.

In this article Steve discusses:

  • the changes that are happening, particularly in the manufacturing sector
  • what these changes mean for how companies sell
  • the skills used by effective salespeople to create value.

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About the Author
Steve Thurlow

Written by Steve Thurlow

Steve is a sales improvement expert. He joined Huthwaite in 1991 initially as a Consultant before becoming a Director. He has designed and delivered sales improvement projects to many of the world’s leading organisations. Semi-retired he now provides freelance consultancy to the UK mid corporate sector. Steve is a Member of the Institute of Directors and a Master, and mentor, at the Institute of Sales Management