Creating a Well-Designed Sales Playbook w/ Kevin Roach

If you have a defined sales process, you're ahead of 50% of the manufacturing companies out there. But without one, you can't measure efficacy or deliver maximum value to your customers. Your organization will suffer.Why is it so hard for manufacturers to draft a sales playbook? And what's the right solution to this problem?In today's episode, I discuss creating a sales playbook for manufacturers with Kevin Roach, President at Harpak-ULMA Packaging. He's the first Gorilla 76 client I've ever hosted on the show, and I loved it!Here's what Kevin and I talked about:Ways to align your sales process with the buyers' journeyWhy OEE and TCO need to be part of the sales conversationHow to overhaul the way you go to market with your sales teamTo ensure that you never miss an episode of The Manufacturing Executive, subscribe on Apple Podcasts, or Spotify, or here.Listening on a desktop & can’t see the links? Just search for The Manufacturing Executive in your favorite podcast player.