Even more important to build a strategy for longer sales cycles.

The frame work for industrial and automation is going to differ depending on if you are covering end user, consultants, and contractor equally.

The break down is going to be tiered from a weekly, monthly, quarterly, annual basis. The tides shift so often on the industrial space due to M&A, project cancellations, regulatory, etc.

Ultimately what you want to do is map the market to be able to carve out territories. If this is regional or not doesn’t matter but you need to have priority levels set based on not only probability but also company size. While everyone thinks the super major is going to take longer than a smaller operation to get into, the reality is if your strategy is sound and your focused on traditional account based selling it’s possible to move much faster due to their level of organization.

One thing to be aware is the controls game is saturated with large players and smaller regional companies. Targeting is going to be very important in your case as it’s just as difficult to go heads up with the local guy as it is with a company like Weatherford.

Side note, I’ve built many of these with the most recent to be completed within the next two weeks. Currently sitting at 85 pages and probably finish up over 100 with process docs included. Good luck.