Industrial & Manufacturing Sales Training

 

Manufacturing sales training teaches industrial and distributor sales teams to sell on total value rather than unit price, in markets being commoditized by new, price-only competitors.

Representative Industrial & Manufacturing Clients

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Distributors add a second layer of price pressure on top of commoditization

Your products are being commoditized faster than most manufacturers can differentiate them, and distributors compound the problem: they often represent several competing manufacturers at once and have little incentive to defend any single company's margin. Web-informed buyers now arrive at a sales conversation with a price benchmark already in mind, which means a seller has to reframe the discussion around total cost of ownership before price becomes the only variable on the table.

Selling on total value instead of unit price is a distinct, learnable skill. We work with industry-leading industrial and manufacturing companies to turn their sales teams into top performers who compete on value, not price.

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Built Around Your Channel Mix and Product Data

The right sales approach depends on your channel mix and how commoditized your specific product category already is. SBI builds the total-cost-of-ownership case using your own product data and competitive situation, training your team on the account-specific numbers they'll actually use in the field. Our training programs are never a generic ROI template.

What changes after industrial sales training

Reps and distributors stop defending list price with a discount and start quantifying uptime, total cost and switching risk in the buyer's own numbers. The training uses your products, your channel structure and the procurement conversations your team loses today. Wencor Group reported an almost immediate increase in average value per customer order.

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Licensing for In-House Training

If you have a large sales organization, an internal training department or are rapidly growing, our Industrial and Manufacturing Sales Training programs can be licensed and delivered using your own facilitators. Under our flexible, cost-effective license terms, you can customize, repurpose, and deliver the curriculum whenever and as often as you like. SBI also supports your internal trainers with a Train-the-Trainer certification program on how to deliver this program, including how to facilitate our programs virtually. Customized to your market.

SRG Selling Power - Top Sales Training Companies 2024

Leading industrial and manufacturing sales organizations trust us to train their teams because they know...

SBI trains industrial and manufacturing sales teams at companies including Timken, Panduit and Valmont. Selling Power has ranked SBI in its Top Sales Training Companies list from 2010 to 2026, a 17th consecutive year.

Schedule a Consultation

Isn't it time your whole team was consistently making quota?

Schedule a consultation. We'll contact you within 24 hours (or on the following business day)

We'll show you how to turn them into top performers.

 

Frequently Asked Questions

Valmont

Valmont

Valmont's team consistently gives excellent feedback on SRG's training and puts the tools to work every day.

see the full case study

Ritchie Bros.

Ritchie Bros.

Ritchie Bros. found SRG quickly understood its business and earned credibility in an organization typically resistant to outside training.

see the full case study

Goodpack

Goodpack

Goodpack's globally distributed sales team benefited from SRG's flexible scheduling across time zones.

see the full case study

Building Material Distributors

Building Material Distributors

Building Material Distributors had SRG prepare and deliver a program that gave its sales leaders the skills to proactively manage their team.

see the full case study

Wencor Group

Wencor Group

We saw an almost immediate increase in the average value per customer order.

see the full case study