Hardware Podcasts

Creating a Well-Designed Sales Playbook w/ Kevin Roach

The Manufacturing Executive · 23 Mar 2021 · 35m · Episode 41

What this episode covers

Kevin Roach, President of Harpak-ULMA, explains how his company developed a rigorous, buyer-centric sales playbook to replace ad-hoc selling. He details a five-stage process—Recognition, Determining Needs, Evaluating Options, Resolving Concerns, and Selection—that requires prospect activities to advance, ensuring alignment and preventing sales cycle elongation. Roach emphasizes integrating Total Cost of Ownership (TCO) and Overall Equipment Effectiveness (OEE) into sales conversations to demonstrate financial value, while leveraging partners like Rockwell Automation and PTC to build smart, connected packaging equipment.

Most relevant to

established companies

Topics

Mentioned

Companies
Harpak-ULMA, Rockwell Automation, PTC, Honeywell Intelligrated, SBC Sales Benchmark Index, DoubleCheck, TW Cutter, Epicore Software, Activint Solutions, Rockwell Software, GE Industrial Software, Gorilla 76

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