When this topic matters
You sell to manufacturing or industrial sector. This is not a startup — decision-making is different.
Manufacturing companies are conservative, ROI-focused, and often have complex internal processes.
What happens in practice
Specifics: 1) Less digital — phone and in-person meetings more important than email. 2) Collective decision-making — more stakeholders, longer cycles. 3) ROI focus — concrete numbers, payback period. 4) Long-term relationships — trust building is critical.
What works: concrete case studies with ROI, references from similar manufacturers, patience.
Why it fails
Digital-first approach: email sequence will not work when decision maker does not check email.
Abstract value proposition: "increase efficiency" is not concrete enough. How much? How fast? What cost?
Too fast tempo: you expect decision in a week, but internal processes take months.
How to think about it
Channels: phone first, in-person meetings for relationship building, email as support.
Messaging: concrete ROI, payback period, references from similar manufacturers.
Stakeholders: map decision process — who has budget, who influences, who blocks.
- Channels: phone > in-person > email
- Messaging: concrete ROI and payback
- References: similar manufacturers
- Stakeholders: map decision process
What you gain and what you lose
Phone-first approach: better engagement, relationship building. But lower volume, higher cost per contact.
Long nurturing: higher win rate, larger deals. But high CAC and long payback.
When to apply
For B2B selling to manufacturing and industrial sector.
Adapt by size: small manufacturing company vs large corporation have different processes.
Manufacturing outbound = phone first, concrete ROI, relationship building. Less digital, more traditional sales. Plan for longer cycles and map stakeholders.