The Day You Lost 20% of Your Manufacturing Capacity

The chemical industry executive turned slightly pale for a moment at 10:52pm on a Wednesday night.  He just finished a challenging call with his Vice President of Supply Chain Management based in Asia who informed him that their primary contract manufacturing organization (CMO) supplier was going out of business because the Chinese government was taking over their building and land to build a park.  Apparently this is now a common practice as the government puts into play plans to address pollution and smog.  The production was going to cease within a month leaving the chemical company almost no time to find a viable solution to produce the tons of their products that have already been sold to their customers.  In the span of a 15 minute conversation, the company had just lost 20% of their manufacturing capacity.

There are several major selling models that most organizations chose as their core selling approach including Consultative Selling, SPIN Selling, Strategic Selling, Challenger Selling, and Strategic Business Selling.  They all have many positive aspects and they all have detractors or limiters.

If you have embraced social selling, then you know everything is different.  The foundational laws of strategic business selling physics have changed and there will be three types of sales professionals in the world of 2017 and beyond; those who will cling to the “old ways”, those who have no clue what to do, and those who embrace all of the tools available to achieve dramatic success.