Whitepaper: The State of Technical Sales in Machine & Plant Engineering 2026 (English)

Request the Whitepaper below to access the full report (English only):

Whitepaper: The State of Technical Sales in Machine & Plant Engineering

Technical sales in machine and plant engineering has become increasingly complex. Customer specifications are often incomplete, requirements are difficult to interpret, and multiple stakeholders influence decisions.

To better understand how companies deal with these challenges in practice, we conducted in-depth interviews with professionals from leading machine and plant engineering companies.

This whitepaper brings together their perspectives — including real quotes, experiences, and data points from the field. The report provides a rare inside look at how technical sales teams actually work today, what slows them down, and where the biggest opportunities for improvement lie.

Inside the report you will find:

• Insights from interviews with industry practitioners

• Real quotes from technical sales and application engineering teams

• Statistics and patterns emerging across multiple companies

• The most common challenges around customer specifications and RFQs

• How leading teams approach requirement analysis and proposal creation

If you work in technical sales, application engineering, or system engineering, this report provides practical insights into how companies in the industry are navigating one of the most complex parts of industrial sales.