Dramatically increase the performance of your sales organization with ionicPIM

Value selling is one of the best ways to enhance profitability of specialty chemicals. It requires a deep understanding of the customers' reality as well as an extensive product knowledge. But simpler things like making faster and better product recommendation in a context of increasing competitive, regulatory and sustainability pressure become challenges too. And it is hard to build this great sales force when talent is scarce and waves of retirements are hitting the industry.

With ionicPIM, a Product Information Management suite, companies can create and manage their Product Master Data and establish a single source of truth for all product information.  Instead of relying solely on individual experience, sales reps have a centralized knowledge base at their fingertips. They gain access to product alternatives, competitive insights, formulation tips, and unique selling points. With ionicPIM Data Enrichment services, they even get new product knowledge that allows them to offer strategic recommendations rather than just selling a product. The shift is powerful—reps become advisors, not just order-takers. They ask smarter questions, they make spot-on product recommendations, they differentiate their offering, and, most importantly, they build stronger relationships with customers who see them as trusted partners rather than suppliers.

Embracing value-selling over price wars

Selling on value instead of price is a mindset shift that doesn’t happen overnight. Many teams hesitate, falling back on old habits when faced with tough price negotiations. ionicPIM equips sales reps with a clear view of a product’s differentiation points and USPs —whether it's a high-value specialty or a standard commodity.

With this clarity, reps know when to push premium pricing and when to compete aggressively on prices. The result? More profitable deals, smarter pricing strategies, and a team that confidently steers negotiations in the right direction.

Unlocking the power of upselling and cross-selling

If the customer is interested in product A, then he may need to know about product B that complements the formula performance. By formalizing and editing product relationships within ionicPIM, for each product, your sales reps can instantly see which products go well together. They can upsell and cross-sell like never before. This transforms the selling process from transactional to consultative.

A rep no longer just pushes an ingredient; he highlights the synergistic effects that enhance performance AND differentiation. This systematic approach ensures customer discussions maximize the value creation for both the customer and your company.

Turning every rep into a product expert

Not every sales rep walks into the role with years of industry knowledge. In fast-moving markets, onboarding is a major challenge. But what if every new rep could access the collective wisdom of their most experienced peers, without 20 years of experience?

ionicPIM makes this possible. By formalizing and capturing the "tribal knowledge" in a centralized platform, new hires gain instant access not only to all product information and documentation but also to critical product knowledge, past sales experiences, and expert recommendations.

Reps can self-train efficiently by accessing documentation, expert sales tips, and customer success stories directly in the ionicPIM. They no longer need to chase down information across multiple platforms or wait for a technical expert to answer their questions. 

This kind of access speeds up response times, ensures accurate recommendations, and solidifies trust between sales reps and their customers. 

Reducing turnover challenges and strengthening sales resilience

In many industries, especially in emerging markets, high turnover among sales reps is a persistent challenge. Losing a trained rep often means losing valuable customer relationships, product knowledge, and ultimately revenues. But when knowledge is digitized, businesses become less vulnerable to these disruptions.

By ensuring that product expertise is formalized and accessible, ionicPIM helps companies protect themselves against workforce shortages and skill gaps. Instead of constantly hunting for experienced hires, who are both rare and expensive, businesses can onboard and train new reps faster. And turn them into "super-sales" faster than ever before.

ionicPIM doesn’t just store product data, it transforms how sales teams operate. By making reps more knowledgeable, supporting value-based selling, facilitating upselling, and reducing the impact of turnover, it equips teams to sell smarter, faster, and more effectively.

Are you ready to transform your sales team? Talk to our technical experts.