Sales In A Complex B2B Industry
The next decade should be a heyday for the MRO industry. Rising demand for air travel is keeping production lines at aircraft, engine, and component manufacturers busy and setting records. Lower oil prices, along with the willingness of airlines to spend on upkeep, are resulting in delayed retirements of older jets, which in turn provide more business for the MRO industry because of their additional servicing needs. We have developed processes and strategies to assist these vital organizations capture more revenue in this complex B2B sales environment.
Turning Insights Into Growth
The complexity of what MROs do makes it difficult at times to wrap your head around how to sell an MRO’s operational value.
We get that completely, and we have developed ways of helping MRO industry participants make those connections across the industry and build revenue.
Most MROs, not without justification given their prior experiences, do not leverage marketing or advertising effectively or consistently. Instead, the vast majority of MRO organizations are sales driven; effective sales forces going out and drumming up business the old fashioned way.
The MRO industry is too small, too niched, and the entire “capture and convert” process is too complex (and long) for a traditional marketing and advertising approach. As a consequence, when MRO firms have tried marketing and advertising – they’re understandably left wanting and view the activity as a cost center versus revenue generating.
Marketing and advertising in the MRO sector has to be used to support sales. Great marketing and advertising activity gives your sales force more leads and “whacks at the bat” which leads to more conversions and higher revenue.
Our team is also experienced in helping complex sales organizations convert more and deal with the common problems of objections pertaining to price, availability, service, and quality (consistency). The result is that our clients typically have better margins, deliver better results, and have a considerably fuller pipeline than those who aren’t advertising and marketing.