Partners in Excellence

SEPTEMBER 29, 2023

Do you genuinely care about your customers? ” Crickets…… I realize, they don’t understand what the customer is trying to achieve, what it means to them, why it’s important. Or I ask something, innocently, of sellers, “How is your customer measured? Those assembly lines are failing!

Assembly Line 101

Assembly Line Trust Up-sell Start-ups 101

Partners in Excellence

JUNE 12, 2023

We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. It, also, means that we fail to meet a customer commitment. ” People whose job was solely to make sure the product being assembled was correct. In fact the variation is infinite!

Manufacturing 68

Manufacturing Assembly Line Technique Quota 68

Martech

DECEMBER 19, 2023

Vendors in the customer data platform (CDP) space also help marketers craft personalized messages. Campaign management tools that establish deadlines and responsibilities ensure the assembly line keeps moving. Customer support and service Even with training, your team is likely to hit some snags along the way.

Campaign 77

Campaign Assembly Line Launch Government 77

Partners in Excellence

AUGUST 31, 2023

” Too many view customers and prospects as objects we have to overcome or as the objects that stand in the way of our ability to achieve our goals. I used to joke, “Selling would be great if it weren’t for those damn customers!” It’s become just “a job.”

Sell 119

Sell Assembly Line Growth Prospecting 119

Partners in Excellence

OCTOBER 15, 2021

We redesign knowledge work, emulating the principles of the industrial assembly lines of the past. We chop up work, creating assembly lines where knowledge workers focus on perhaps the functional equivalent of tightening a bolt. them passing the work to the next person in the knowledge worker assembly line.

Assembly Line 73

Assembly Line Manufacturing Government Up-sell 73

Partners in Excellence

NOVEMBER 5, 2021

In complex B2B buying, it’s popular to talk about being consultative and/or creating value with our customers. We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. We are creating massive sales assembly lines optimizing the order taking process.

Assembly Line 111

Assembly Line Sales Price Trust 111

Sales Pop!

JANUARY 23, 2024

They’re built in factories on assembly lines, significantly reducing construction time and costs. Your Home, Your Way: Customization Options While standardization helps keep costs down, Franco understands the desire for personalization. It’s a win-win for both the environment and the wallet.

Assembly Line 59

Assembly Line Construction Price Follow-up 59

Partners in Excellence

SEPTEMBER 24, 2018

We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. The overall marketing/sales assembly line takes customers through this linear process, all oriented to moving the customer through a buying decision.

Assembly Line 94

Assembly Line Sales Process Account management 94

Partners in Excellence

JANUARY 29, 2023

Customers have become depersonalized widgets that we move along our selling assembly lines. Spiers outlines, as tragic as these are, the dehumanizing means by which too many of those people have been notified of their terminations tells us more about the absence of caring and respect senior leaders have of their people.

Assembly Line 127

Assembly Line Trust Clients Technology 127

Partners in Excellence

AUGUST 29, 2016

There are all sorts of phrases like, “people buy from people,” which ascribe the importance of building relationships with our customers. Yet, it seems that too much of how we actually manage the customer engagement life cycle seems to ignore the importance of developing relationships with our customers.

Assembly Line 48

Assembly Line Customers Trust CRM 48

Martech

SEPTEMBER 9, 2022

If you’re using this framework and are working in defined cycles, as soon as the customer story is pulled into the cycle during Cycle Planning and the team talks about the work, partnering can happen. Instead of the writer and designer working in turn as an assembly line, they’ll partner.

Assembly Line 97

Assembly Line Launch Start-ups Meeting 97

Search Engine Land

MARCH 20, 2024

Customer-centric focus: Understanding and meeting consumer needs is paramount for position-less marketers who craft personalized messaging that resonates across various touchpoints. By adopting this approach, companies minimize information loss typically associated with rigid departmental (assembly line) structures.

Sports 91

Sports Assembly Line Campaign Technology 91

Sales Hacker

FEBRUARY 1, 2022

Outreach enables accurate sales forecasting, replaces manual processes with real-time guidance, and unlocks actionable customer intelligence to help you win more often. The second aspect of the predictive revenue model is the sales assembly line or seller specialization or sales handoffs , primarily the AE/CSM split.

Commission 89

Commission Quota Assembly Line Sales 89

Partners in Excellence

MARCH 19, 2021

One of the most important things a sales person can do with her customer is to “understand.” Until we understand our customers–individually and organizationally, we have no context in which we might be understood. Without this, we can’t understand what our customers face in doing their jobs.

Assembly Line 88

Assembly Line Drivers/motivators Technique Sell 88

Partners in Excellence

NOVEMBER 27, 2017

It’s become common “wisdom” that we have to align align our sales process with our customers’ buying processes. I suppose it’s easy to want to believe customers have buying processes. But if we look at complex B2B buying, do customers really have a buying process?

Process 53

Process Customers Assembly Line Manufacturing 53

Martech

JANUARY 25, 2022

“Today, marketing is no longer about grabbing attention, but about creating real connections, building that emotional resonance, and spurring action throughout the customer journey,” said Nina Butler, Director of Event Experience at Alyce, in her presentation at our MarTech conference. Deliver “interest” events to customers.

Assembly Line 87

Assembly Line Prospecting Contact Customers 87

Partners in Excellence

MAY 25, 2021

I focused on understanding my customer, identifying opportunities to grow, and building our value with the customers. While I had good knowledge of the customer and good knowledge of our core products, I wouldn’t have been successful without the help of specialists.

Assembly Line 110

Assembly Line Account management Education Sell 110

Martech

MARCH 20, 2024

Customer-centric focus: Understanding and meeting consumer needs is paramount for position-less marketers who craft personalized messaging that resonates across various touchpoints. By adopting this approach, companies minimize information loss typically associated with rigid departmental (assembly line) structures.

Sports 78

Sports Assembly Line Campaign Technology 78

Partners in Excellence

MARCH 9, 2020

Not those superficial relationships (backslapping, jokes, lunches, golf games), but those relationships where sales people understood the customer, organizationally and individually. Specialization prevails as customers are moved from sales specialist to sales specialist, passing along the optimized sales assembly line.

Assembly Line 84

Assembly Line Sell High impact Up-sell 84

Partners in Excellence

NOVEMBER 2, 2022

We view the process as a transaction, moving the customer from person to person on our sales assembly lines. We automate our engagement processes focusing more on our efficiency, than building confidence with the customer. We focus on our success, failing to empathize with the customer and showing that we care.

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Partners in Excellence

JUNE 30, 2023

”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.” How our customers buy is changing faster than we are adapting to respond to them. We look at sales roles and how we engage our customers in outmoded ways.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Partners in Excellence

MARCH 23, 2022

Again, one never had to do this, we knew “calls” included virtually every interchange with the customer–a meeting, a conversation whether virtually by or by the phone. First, they are rarely customized to the victim we on who we inflict the outreach. If we aren’t we and the customer will fail.

Assembly Line 89

Assembly Line Meeting Quota Customers 89

Partners in Excellence

APRIL 18, 2017

We have highly focused roles, each role focuses on it’s job in the sales process, once complete, the widget–I mean customer, is passed to the next function, then the next, then the next… on down the sales assembly line. Ironically, customers are the sole reason for sales people to exist!

Assembly Line 53

Assembly Line Sell Customers Up-sell 53

ClickFunnels

JUNE 18, 2021

Middle of the sales funnel (MoFu): Potential customers. Bottom of the sales funnel (BoFu): New and existing customers. You offer the potential customer a freebie known as a lead magnet in exchange for their email address. You offer the potential customer your least expensive and least valuable product.

Minimum Viable Product 229

Minimum Viable Product Assembly Line Niche Sales 229

Search Engine Land

JANUARY 4, 2023

From there, as you grow in both stature and resources, you continue adding specializations to master each small piece of the much larger content operation machine – like a giant factory assembly line. Rankings, traffic, leads, and customers are all lagging indicators. The planners plan. The writers write. The editors edit.

Assembly Line 101

Assembly Line Angle Start-ups Follow-up 101

Hubspot

MAY 9, 2022

The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage. A CRM can provide a shared repository for customer data to make for more cohesive sales efforts. Conversation intelligence platforms can offer you more perspective on where your reps might be struggling on the phone.

Assembly Line 75

Assembly Line Objectives and Key Results Construction Commission 75

Partners in Excellence

OCTOBER 13, 2021

Likewise customers are widgets in our sales assembly line. Look At Our Dashboards" Is Your Customer Prepared For This Meeting? In our quest for efficiency, we treat people as replaceable widgets. If someone isn’t performing, we fire them, replacing them with someone else, and someone else.

Assembly Line 83

Assembly Line Quota Prospecting Start-ups 83

Gong.io

APRIL 28, 2021

How on earth can that be a bad idea, when all customers care about is ROI? Picture this: You’re a software sales rep and you gave a stellar demo to your customer’s CFO. In other words, for every dollar your customer spends, they get 40 dollars in return. You need to tailor your message to your customer’s strategic priorities.

Assembly Line 71

Assembly Line Manufacturing Drivers/motivators Strategize 71

Partners in Excellence

SEPTEMBER 9, 2018

Their approach is to exploit the “relationship,” but not the value they create in helping the customer achieve their goals. Neither of those extremes is about relationships, neither of these extremes understands the importance of relationships with our customers. Andy poses that relationships are about “connection.”

Assembly Line 87

Assembly Line Account management Gaming Sell 87

Partners in Excellence

APRIL 6, 2017

I believe that selling is a disciplined process, that we can “engineer” those processes to increase our impact, customer engagement, and our effectiveness. For the moment, let’s put those pesky customers to the side and think about ourselves. Much of this seems to be a R 3.0 approach to Predictable Revenue.

Assembly Line 55

Assembly Line SQL Trust Sales 55

InsightSquared

SEPTEMBER 20, 2018

Adopted by Japanese manufacturing companies after World War II as a way to reduce waste and create competitive advantage, kaizen evolved beyond the assembly line in manufacturing to all business processes and became the precursor to lean manufacturing. The Japanese term “Kaizen” stands for the continuous improvement of a process.

GTM 73

GTM Assembly Line Manufacturing SQL 73

Partners in Excellence

APRIL 5, 2023

As a result, we see selling “innovation” around increasing volumes, around mechanizing (figuratively and literally) the selling assembly line, treating customers as undifferentiated widgets handled by robotic sellers. We are focusing on the wrong things in developing, creating value and growing our customers.

Conversion 68

Conversion Sell Manufacturing Healthcare 68

Salesforce

JULY 28, 2022

Any disruption to an assembly line or a delivery fleet can bring operations to a standstill, putting pressure on manufacturers to fix the issue as soon as possible. When managed with connected commerce , this channel is a reliable way to increase your bottom line and improve cost margins. Let automation do the thinking.

Original Equipment Manufacturer 52

Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

Heinz Marketing

APRIL 27, 2020

And as Adam New-Waterson smartly pointed out, if you’re trying to ship more effective cars, a bunch of random features just feels like a bunch of skateboards coming off the assembly line. Here’s a great GTM Decision Tree framework created by Brittani Dinsmore at Moz that helps with this. Thanks Jon Russo for sharing this.

Assembly Line 73

Assembly Line GTM Strategize Follow-up 73

Partners in Excellence

DECEMBER 10, 2018

Am I contributing to it’s improvement and the ability of sales to contribute to our customers and the companies we sell for?” Where sales people used to be a primary channel for information and education about products/solutions, now customers can self educate through an increasing number of digital and other channels.

Sell 80

Sell Assembly Line Up-sell Cold Call 80

Martech

SEPTEMBER 28, 2021

DDA works by looking at all the touchpoints, like clicks and video engagements, on your Search (including Shopping), YouTube and Display ads in Google Ads to compare the paths of customers who converted with ones who didn’t. The result is a cookie-cutter, assembly line style of marketing that prioritizes measurement over customer needs.

Launch 70

Launch Assembly Line CRM Conversion 70

Partners in Excellence

MARCH 31, 2017

We start feeding customers through our process, moving them from person to person. The SDR passes the customer to a BDR who passes the customer to an AM (Account Manager), who engages a Demoer, than a Product Line specialist. But something else happens, our most efficient process doesn’t match how our customers buy.

Assembly Line 58

Assembly Line Manufacturing Account management B2B 58