{"id":9478,"date":"2018-11-21T13:08:34","date_gmt":"2018-11-21T12:08:34","guid":{"rendered":"https:\/\/optimumventas.com\/?p=9478"},"modified":"2025-02-27T11:24:24","modified_gmt":"2025-02-27T10:24:24","slug":"capturing-and-nurturing-process-selling-machinery-with-linkedin","status":"publish","type":"post","link":"https:\/\/optimumventas.com\/en\/blog\/capturing-and-nurturing-process-selling-machinery-with-linkedin\/","title":{"rendered":"Capturing and nurturing process \u2013 selling machinery with LinkedIn"},"content":{"rendered":"
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Optimum Sales \u2013 Acquisition and Nurturing Process \u2013 Machinery Sales with LinkedIn<\/h2>\n

Manufacturers and distributors of machinery, in order to sell their products, must implement consultative sales processes, where the salesperson sells a productive optimization solution to their client, making a significant value contribution. The more sophisticated and technological the machine, the greater the value contribution the salesperson must make, and the longer the decision-making process will be for the customer.<\/p>\n

The sale of machinery is a commercial process with a long maturation period, both in securing the first sale, expanding the fleet, and replacing old equipment with new.<\/p>\n

The possibilities of selling a machine are limited and spaced out over time, so the seller must generate many opportunities to be able to close a deal and must exert a high level of influence in the decision-making process and with all of the client’s stakeholders.<\/p>\n

The average commercial maturation periods we have measured in machinery sales range from 8 months to 36 months. Obviously, during this time the salesperson makes visits, demonstrations, and different application proposals until the order is generated by the customer. During this time, the sales impacts generated by the salesperson in person are spaced out, giving an opportunity for the competition to be introduced or for the customer not to consider the salesperson’s offer and their company in its entirety because they haven’t had the time to get to know the salesperson and their company in all its breadth and strength.<\/p>\n

LinkedIn is the most powerful sales tool available to machinery salespeople to accelerate the process of acquiring a new customer and to generate influence and impact in the various nurturing or commercial follow-up processes.<\/p>\n

(In machinery sales, there are three basic nurturing or follow-up processes:<\/em><\/p>\n