Sales training for process equipment and heavy machinery companies

Sales heads at process equipment manufacturers — reactors, heat exchangers, pressure vessels, distillation columns — selling to process industry customers and EPCs — that's who this page is for.

The buyer is a specialist. The rep who doesn't speak process engineering fluently is treated as an order-taker. The rep who does is treated as a peer.

What actually breaks in this segment

Across the buyers I've worked with in this category, three specific patterns show up more than anything else:

1. Selling into greenfield projects where the specifications are still evolving and the winner is often the vendor who was there first
2. Managing brownfield expansion, where the incumbent supplier has structural advantages the new challenger has to overcome
3. The long payment cycle typical of process industry customers, and how it affects deal design

What I bring to the room

Process equipment selling is a specialised category where technical credibility and account patience compound. I train for both.

The frameworks I teach are drawn from thousands of specific sales conversations, not from stock curricula. The delivery — training, coaching, consulting, AI enablement — is chosen based on what your team actually needs, not what a program-page brochure prescribes.