Value-based selling in a disruptive business environment.
The biggest challenge facing this sector is without doubt a skills shortage especially when it comes to engineering professionals.
Other challenges impacting this industry are a reduced demand in mining, industrial, construction and agricultural markets, and margin pressure as a result of intensified competition, currency volatility and regulatory challenges in emerging markets.
Due to the technical nature of engineering solutions, management has to equip the sales force to engage with customers through a diagnostic sales engagement process founded on value-based selling techniques.
