Partners in Excellence
APRIL 12, 2023
My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. Customers and sellers have become widgets moving along the sales manufacturing line, losing the humanity, failing to build trust and confidence the buyers crave.
Sales Hacker
FEBRUARY 1, 2022
It’s a model from 20 years ago that people are still running today, despite changes in how buyers are buying and technology and marketing and sales know-how and all the tools that we have and everything like that. Those two aspects, prospecting/SDRs and the sales assembly line are the two key aspects that I challenge.
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Partners in Excellence
DECEMBER 17, 2018
Many would also cite technologies that, supposedly, diminish the need for sales talent. It will scripting the perfect conversation making sure we limit our discovery questions to 4, and our discovery pitch to 9.1 minutes (some how the concept of a discovery pitch seems odd, how do you do discovery if you are pitching.
Martech
FEBRUARY 1, 2022
Moving is always a slog, but I’ve done it so often that I can do it on autopilot: Throw this out, pack that, sell what’s too good to pitch but not needed in the new place. This move makes sense for many reasons: Everyone involved in the technology is already working 80% to 90% of their time on what they were hired to do.
Partners in Excellence
NOVEMBER 27, 2018
Otherwise, why do customers constantly complain about being pitched, sales people not understanding their problems, and so forth. Also, these are the easiest applications of AI/ML technologies. The more “predictable” the process is, the more it can/will be managed by technology, bots, and automated agents.
Sales Hacker
AUGUST 12, 2020
This is the downside of the modern Sales Assembly Line — both buyer and seller feeling like a cog in the wheel. Sales Engagement Platforms are very helpful to increase your opens in email, and dialer technology is very useful with phone calls. Well, we’ve improved the core technology of the Amphibious Kit. looks normal).
Partners in Excellence
APRIL 4, 2017
Al the posts seem to come from sales “gurus” and technology suppliers, perhaps foreshadowing their own demise. Yet sales people constantly focus on pitching their products. We know people buy from people, yet we create assembly line/transactional processes. What’s killing sales isn’t the buyer.
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