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Manufacturing Sales Blog

Learn sales strategies from our team, customers, partners and industry leaders.

B2B Online Key Takeaways

The B2B Online conference was an exciting and educational jam-packed few days! Hearing from so many incredible speakers has us so excited for the transformations manufacturers are making. Visual transformations to be exact. We know it was a busy few days so we wanted to share our key takeaways in a few bullets:

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Enable the Experience Economy with Visual Configuration Technology

Digital transformation has forced massive changes in how we need to think about Customer Experiences and how to meet those rapidly changing expectations that persist in our consumer lives.  These new expectations are disrupting the traditional B2B sales model. Atlatl Visual’s product, integrated with the Oracle CX platform, extends the customer experience via 3D and Augmented Reality.


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Why Atlatl is Absolutely Pumped for ProMat 2019

ProMat is where manufacturing and supply chain professionals come to find the trends or technology that will take their supply chain to the next level of success. ProMat creates the ultimate environment for learning, networking and solution sourcing.

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Today’s Digital Customer

After attending a few recent trade shows and preparing for ProMat in Chicago this April, I’ve noticed one constant in the B2B landscape --> companies are looking at ways to impact their digital customer buying experience. Some are making investments in new dealer portal tools, others in 3D/AR/VR product assets and some are even rolling out customer-facing web configurators. All of the above are ways of providing a better, more modern customer experience.

Forrester reported that 65% of B2B buyers find gathering online superior to working with a sales representative. If you are still leveraging text based quote requests to gather information like Name, Company, Email & Phone Number, the reality is that you are behind when it comes to giving today’s digital customer what they want. Today's digitally savvy buyers don't want to talk to a sales rep to get a ballpark budget. They want to do the research and have that information before getting into the buying process. Those vendors that make it easy for customers to get pricing are the ones who will win out.

The shift to digital selling across configured-to-order and engineered-to-order products is slower than in true eCommerce retail applications. But what happens in B2C will always make its way over to B2B. As "digitally native" millennials continue to make up more and more of the workforce, they’ll come to expect a similar buying experience to Amazon, even in the more complex sales processes. It's up to the vendors to figure out how to make it work. Whether we are talking about configuring a large piece of industrial equipment (C2O), or routing a conveyor system through a warehouse (E2O), buyers want a quick and seamless experience because that’s what they’re accustomed to in their day-to-day life.

The new B2B consumers are more likely to be anonymous and do their research before contacting a sales reps. This means looking at multiple reviews and case studies to help them make an educated decision. For example, if you are a customer looking to buy financial software, companies like G2 Crowd make it quick and seamless to research vendors (and market leaders) in that specific category.

So I'll ask you, as a manufacturer or dealer channel partner, how are you changing your selling approach to provide customers a modern sales experience? We'd love to hear your ideas, thoughts and comments!

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Google Maps Makes Augmented Reality Mainstream

I woke up this morning and started my normal routine, grinding some coffee beans for my french press and pulling up the Wall Street Journal app on my phone while I waited for my steamy cup of perfection. As I was scrolling through a few sections, I came across an article/video from David Pierce - one of WSJ's reporting regulars - testing out a Google Maps Augmented Reality (AR) app.

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A New Class of Buyers for Industry 4.0

With the rise of digital presence and digital tools, customers are spending more and more time exploring companies and doing their own research. As customers become more knowledgeable buyers, they are able to enter the buying process well ahead. This is forcing companies to design their digital presence tailored to the customer's needs.

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How One Popular Show Disrupts the TV/Movie Industry

If you interact with any form of social media, you probably have seen and heard constant memes and discussion around “Bandersnatch”. The fifth season of Black Mirror - comprised of one episode called Bandersnatch - gives viewers a good idea as to what to expect in storytelling and TV. It is a choose-your-own-adventure format.

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Rapid Fire with Atlatl's Business Development Representative, Perri Sluder

Rapid Fire w/ Atlatl’s Business Development Representative, Perri Sluder.

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Embrace the Changing Paradigm of Digital Commerce with bCommerce™

Today we live in a world of instant gratification. A quick Google search can answer just about any question you have, some retailers offer same day delivery, and you can stream full seasons of TV shows instantly on your phone. So what does this mean for your customer’s expectations?

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New Year, New Products, New Tools

In the last few months leading up to the new year, we spoke with several manufacturers across all industries who were designing new products to introduce in the new year. These manufacturers ranged from multi-billion dollar to $50 million organizations, and they all asked the same question, “How do we change the way our reps and partners sell to easily launch new products?”. Suppliers are constantly evaluating margins and cost efficiencies, but rarely change the way they go-to-market. Sales has done well without change, and change can bring chaos. This is absolutely true, but a business that doesn’t change is a business that is going to die.

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