Consultative Selling/Mac Hanan 38-39

39 If you sell to manufacturing customers, you should create a correlated to the SIC classification system with a SPC Index for Standard Process Classifications.

This is the only way that your norms can act as shorthand representations of your ability to solve customer business problems; your norms for cost saved by reducing labor content or reducing scrap in a manufacturing operation, or your norms for revenues gained by speeding up product design and development cycle time in R&D.

Selling based on customer industry norms is commodity selling. Industry norms are commodities.

As a norm leader, you can offer customers a demonstrable advantage over their competitors by bringing them closer to your norms, which should be significantly superior to the industry average.