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.

Develop Sustainable Selling Skills

The foundation of our training programs is designed to create sustainable changes in sales behaviors. Our training programs are not single events, but rather part of an overall sales training system that includes assessment, customization, engaging training, and ongoing reinforcement. At SBI, we deliver training programs that produce real behavior change and improve sales results.

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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 is an industry-leading sales training company. We help improve the performance of sales teams by providing customized, skills-based financial services and advisor sales training courses that produce sustainable behavior change. That’s why Selling Power Magazine has ranked us in their Top Sales Training Companies list from 2010 to 2026, our 17th consecutive year.

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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.

Ritchie Bros.

Ritchie Bros.

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

Goodpack

Goodpack

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

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.