Is your sales team leaving millions on the table?
Sales Enablement for Manufacturers
If your sales and marketing teams aren't aligned, your reps are pitching product instead of solving problems, and nobody knows which content actually works—you're losing deals you should be winning.
I'm Bruce McDuffee and I help B2B manufacturers address these problems so you can win more deals.
Four Problems Costing Manufacturing Sales Teams Real Revenue
These aren't just frustrations—they're measurable losses in win rates, sales cycle length, and rep productivity.
Marketing creates content sales never uses. Sales complains leads are garbage. Teams have different goals and no shared accountability.
The result? 78% of B2B companies struggle with this problem, and it shows up like this:
- Reps building their own materials (wasting 10+ hours/week)
- Marketing spending budget on content that collects dust
- Mixed messages to customers hurting your brand
- Marketing and Sales working in highly inefficient silos
Learn about KMI Sales Enablement Services or check out the FREE Sales Enablement Assessment.
Your reps don't have a consistent approach to selling. No framework for discovery. No qualification criteria. Everyone does their own thing and most default to pitching product specs.
96% of buyers research solutions before talking to sales. This shows up as:
- Reps jumping straight to demos without understanding business problems
- No ability to quantify the cost of customer's current state
- Deals stall because they're not uncovering true urgency or decision criteria
- Win rates that vary wildly by rep (top performers do it right, others wing it)
- Lost deals to "no decision" or "price is too high" because reps didn't build a compelling business case
Learn about KMI Sales Enablement Services or check out the FREE Sales Enablement Assessment.
You have a CRM, but no real sales process. Deals move through stages randomly. Pipeline reviews are just "what's the latest?" conversations. Nobody knows which deals are actually qualified.
There's no structure for how reps should engage at each stage and this creates:
- Inaccurate forecasts (deals slip quarter after quarter)
- Managers can't coach effectively (no consistent process to coach to)
- Pipeline full of "hope" not qualified opportunities
- No early warning system when deals are at risk
- Sales cycles that drag because there's no discipline around next steps
- New reps taking 9-12 months to ramp (should be 6)
Learn about KMI Sales Enablement Services or check out the FREE Sales Enablement Assessment.
Content is scattered across SharePoint, Google Drive, and individual laptops. Reps waste hours searching for materials or give up and use outdated versions. Nobody tracks what works. You have no idea which content or training moves metrics. This creates:
- 65% of reps can't find content when they need it
- Customers getting inconsistent or outdated information
- Marketing creating content based on guesses, not data
- Training programs that feel productive but doesn't improve performance
- No feedback loop from sales to marketing on what's missing or what's working
- Reps spending 25% to 60% of their week on non-selling activities
Learn about KMI Sales Enablement Services or check out the FREE Sales Enablement Assessment.
Sound familiar? You're not alone—and it's fixable.
These problems don't exist because your team isn't talented. They exist because most manufacturing companies have never built the systems, processes, methodology, and alignment that make sales teams effective revenue generators.
That's what I do.
