Selling in manufacturing can feel like a constant balancing act, especially when you’re trying to improve sales across long cycles, technical buyers, and multiple decision-makers. The process can get complicated fast. But with the right approach and tools, manufacturers can simplify their process and close more deals without adding extra stress to their teams.
Here are five practical tips to improve how you sell, build trust with customers, and grow your business.
1. Use a CRM to manage every part of the sales process
If there’s one thing that makes the biggest difference in achieving improved sales, it’s using a CRM. Many manufacturers still rely on spreadsheets, sticky notes, or even memory to track leads, and that’s where opportunities start slipping through the cracks.
A CRM like Zoho CRM acts as the central hub for your sales data. It helps you:
- Store and organize every customer interaction, quote, and order
- See the status of each deal in real time
- Automate repetitive follow-ups
- Track which products or regions are performing best
For example, if a customer typically reorders every six months, Zoho CRM can automatically remind your sales team when it’s time to reach out again. You can also use analytics dashboards to forecast revenue and spot gaps early.
When integrated with your ERP, a CRM gives you full visibility from quote to production — so sales and operations always stay aligned. That kind of visibility is what truly drives improved sales and smoother fulfillment.
If you want to see how it works, you can try Zoho CRM free for 15 days.
2. Know your ideal customer inside out
Not all customers are created equal, especially in manufacturing. You might sell to OEMs, distributors, resellers, or direct end-users, and each one has unique priorities. Knowing who your ideal customer is and what they value most helps your team focus on opportunities that are worth pursuing.
Use past sales data to identify your most profitable customer segments. Maybe small OEMs are easier to close because they value your quick turnaround time, while large distributors take longer but offer higher volume. Either way, understanding these patterns helps you position your product more effectively.
Inside your CRM, you can segment customers by:
- Industry
- Purchase frequency or order size
- Product category
- Stage in the buying journey
This allows for more tailored communication, like sending personalized follow-up emails or product recommendations. When your outreach feels relevant and timely, it naturally leads to better sales and stronger long-term relationships.
3. Simplify your quoting process
The quoting process is often where manufacturing deals slow down. Between custom product configurations, changing material costs, and approval steps, it’s easy for quotes to get delayed — and delayed quotes mean delayed sales.
Instead of manually updating spreadsheets or pricing tables, use digital quote templates inside your CRM. Zoho CRM’s quote module, for instance, lets your team generate accurate quotes in minutes, complete with pre-filled product details, taxes, and discounts.
You can also integrate your CRM with your ERP or inventory system to ensure pricing and stock levels are always up to date. This reduces errors, speeds up turnaround time, and gives customers a professional impression.
Remember: speed builds trust. The faster your team can respond with a clear, accurate quote, the more likely the customer is to choose you.
4. Keep marketing and sales connected
Marketing and sales often operate in silos, but they shouldn’t. When these two functions work together, your sales team gains a steady flow of warm leads who already understand your product and your value.
For example, if your marketing team runs an email campaign about a new product line, your sales team should see which contacts opened the email or clicked through to learn more. Tools like Zoho CRM and Zoho Campaigns make this easy by syncing data between departments.
Here’s how connected marketing and sales drive improved sales:
- Marketing learns which types of leads convert best, and can adjust campaigns accordingly.
- Sales reps get more context about a prospect’s interests before reaching out.
- Both teams can measure results more accurately, seeing which campaigns actually lead to revenue.
When sales and marketing share data, the handoff between them becomes seamless. That means fewer cold calls, more meaningful conversations, and ultimately, more closed deals.
5. Follow up and stay consistent
Marketing and sales often operate in silos, but they shouldn’t. When these two functions work together, your sales team Most manufacturing deals don’t close after one conversation. They might take weeks or even months to finalize. Consistent, thoughtful follow-up is one of the simplest ways to improve sales, but also one of the most overlooked.
Use your CRM to schedule follow-ups automatically, whether it’s a quick check-in, a new product update, or a reminder about upcoming maintenance. You can also use email templates or automation tools to make this process easier while keeping your outreach personal.
Even something small, like sending a “Just checking in to see if you had a chance to review the quote” message, keeps your company top of mind. Over time, this kind of steady communication builds trust, and trust is what drives repeat business and referrals.
Building the Foundation for Better Sales
Achieving improved sales in manufacturing doesn’t come from one big change, it comes from how your team operates day to day. It’s about refining the small details, staying consistent, and using the right tools to keep everything connected.
At the core of improving sales in manufacturing is your CRM. It’s the system that holds your customer data, tracks every interaction, and keeps your sales process moving forward. But choosing the wrong CRM can actually do the opposite — slowing your team down instead of helping them sell more.
That’s why it’s important to go with a CRM that’s simple to use, but customizable enough to fit the way your business works. That’s where Zoho CRM stands out.
With Zoho CRM, you can tailor your sales process exactly how you want it, without paying for a fully custom-built system. It gives you the flexibility to adapt to your business needs while keeping things easy to manage for your team.
If you’d like help setting up Zoho CRM or want to see how it can work for your business, reach out to a member of our team.