Partners in Excellence

AUGUST 31, 2023

For the past 15 years, we have had such a focus on mechanizing the process. Sellers have become replaceable widgets on an assembly line optimized for growth regardless of cost (figuratively and literally). If our peers don’t succeed and find the same joy we have, we will never be able to achieve our full potential.

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

Sales Hacker

MARCH 3, 2021

Isn’t it ultra-satisfying to watch a perfectly automated factory assembly line? What is the handoff process? A handoff process refers to the period where a lead becomes a customer and handed over to the customer success team from the sales team. Why is the handoff process important? See how smooth things are?

Process 76

Process Assembly Line UX Drivers/motivators 76

Partners in Excellence

NOVEMBER 5, 2021

Too many organizations seem so focused on their own efficiency, mechanizing our process, and transactionalizing our engagement strategies. We are creating massive sales assembly lines optimizing the order taking process. At the time, many of us were alarmed with that statistic. We usually win on pricing.

Assembly Line 111

Assembly Line Sales Price Trust 111

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. Certainly, procurement has processes they follow in their buying activities.

Process 53

Process Customers Assembly Line Manufacturing 53

Partners in Excellence

SEPTEMBER 24, 2018

” Sales picks up the process, SDRs call to qualify the opportunity, they hand the lead to an account manager who gets more information, the customer is handed over to a pre-sales person for a demo, then someone else try to close them. Except our assembly line/linear customer engagement model doesn’t reflect how our customers buy.

Assembly Line 94

Assembly Line Sales Process Account management 94

Search Engine Land

MARCH 20, 2024

By automating these processes, marketers can focus on strategic decision-making and creative tasks rather than being tied down by specific job functions. Agile methodologies: Agile methodologies, borrowed from software development, are increasingly being applied to marketing processes.

Sports 91

Sports Assembly Line Campaign Technology 91

Martech

MARCH 20, 2024

By automating these processes, marketers can focus on strategic decision-making and creative tasks rather than being tied down by specific job functions. Agile methodologies: Agile methodologies, borrowed from software development, are increasingly being applied to marketing processes.

Sports 78

Sports Assembly Line Campaign Technology 78

Partners in Excellence

JANUARY 5, 2023

Pile onto this all the shifts in buyer behavior we see, increasing numbers of buyers actively disengaging with sellers, preferring to navigate their buying processes with out sales help. Our sequences, our assembly line techniques for herding through processed that are optimized for us will fail!

Customers 100

Customers Assembly Line Commission Manufacturing 100

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 90

Commission Quota Assembly Line Sales 90

Search Engine Land

JANUARY 4, 2023

Avoid doing the hard work of learning how to systemize and build processes and delegate effectively. 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. All of them. See terms.

Assembly Line 101

Assembly Line Angle Start-ups Follow-up 101

Partners in Excellence

NOVEMBER 2, 2022

We know they struggle to make sense of the conflicting information that deluges them through their buying process. While B2B buying is a group consensus process, the struggles buyers have are, more often, individual and personal. We know decision confidence is a huge concern. How will they be viewed? But none of this is new!

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Partners in Excellence

MARCH 9, 2020

The buying process is messy, a characteristic of intensely human interaction. We map the buying process, ending up with something that resembles Gartner’s famous “spaghetti” charts. Buying can be confusing–both in managing the internal buying process, but in, also, in assessing the alternative solutions.

Assembly Line 84

Assembly Line Sell High impact Up-sell 84

Partners in Excellence

JUNE 30, 2023

The processes are intertwined and interleaved through the life cycle of our relationships with our customers. We need to look at, organizationally, processes, responsibilities/accountabilities very differently if we are to engage our customers in high impact ways. We see YoY declines in performance and quota attainment.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Partners in Excellence

MAY 25, 2021

So specialists in check processing helped customer re-engineer their processes. The customer has become almost irrelevant, instead, we have optimized roles for moving our customer through our sales assembly line. For example, the industry was transforming from a traditional branch orientation, to ATMs, branch automation.

Assembly Line 110

Assembly Line Account management Education Sell 110

Martech

JANUARY 25, 2022

The average number of touches during the buying process grew from two in 2006 to six in 2021, according to Butler. The outreach we’re doing feels a little bit like an assembly line,” she said. “As However, marketers shouldn’t focus entirely on video in the personalization process.

Assembly Line 91

Assembly Line Prospecting Contact Customers 91

Partners in Excellence

MARCH 23, 2022

” Second, the script focuses on what we want to talk about, and the things we need to move the customer to the next station on our sales assembly line. But our scripts are focused on what we need to learn and how we move forward, and, unless the customer is near the end of their buying process, they are rarely relevant to them.

Assembly Line 89

Assembly Line Meeting Quota Customers 89

Hubspot

MAY 9, 2022

That starts with you being involved and thoughtful in the hiring process. The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage. And when that happens, make sure you help guide them through those processes without doing their jobs for them.

Assembly Line 75

Assembly Line Objectives and Key Results Construction Commission 75

InsightSquared

SEPTEMBER 20, 2018

The Japanese term “Kaizen” stands for the continuous improvement of a process. 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.

GTM 73

GTM Assembly Line Manufacturing SQL 73

Partners in Excellence

OCTOBER 30, 2020

” “We are expanding our factory capacity and need to add a new assembly line, can we talk about your products as a potential solution?” . “We are looking to buy electronic components to use in a new consumer product we are developing. Can we take 15 minutes of your time to talk about how you might help us?”

Prospecting 106

Prospecting Customers Assembly Line Education 106

Partners in Excellence

SEPTEMBER 9, 2018

Often, these are those with the assembly line version of selling, optimizing our process, treating the customer as a widget they move through the process—lead, SDR, Demo, Account Manager, Specialist, Customer Experience Team… The customer is an object upon which we execute our selling process, working the numbers.

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. I believe in sharp, rigorous execution of those processes in driving sales effectiveness and performance. Much of this seems to be a R 3.0

Assembly Line 55

Assembly Line SQL Trust Sales 55

Martech

NOVEMBER 18, 2022

The assembly line. It’s also the process behind what makes it happen. The same applies to touchscreen technology and many other processes and products that came together to allow something new to exist. Attempting to rush the process usually backfires, as well. Processing. The airplane. Get MarTech!

Assembly Line 108

Assembly Line Launch Real Estate Electricity 108

Salesforce

AUGUST 20, 2021

Although many of us still think of robots on the assembly line as the typical agent of job displacement, AI has made advances in fields that many people never imagined were vulnerable to automation: Healthcare : Machine-learning algorithms can diagnose some types of cancer or perform common X-rays with better accuracy than human radiologists.

Assembly Line 98

Assembly Line Healthcare Education Technology 98

Partners in Excellence

OCTOBER 13, 2021

They recognize the real value in the organization has nothing to do with what they sell, or the tools, programs, processes, and so forth. Likewise customers are widgets in our sales assembly line. They realize the key differentiator is their people and their alignment with the purpose and mission of the organization.

Assembly Line 83

Assembly Line Quota Prospecting Start-ups 83

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 customers have access to powerful digital tools, they can confidently take the buying process into their own hands. Let automation do the thinking.

Original Equipment Manufacturer 52

Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

Partners in Excellence

MARCH 31, 2017

Each step of our sales process is optimized to maximize the results our sales people get. We recognize different skills and capabilities are needed in different stages of the sales process. We start feeding customers through our process, moving them from person to person. And they are emotional.

Assembly Line 58

Assembly Line Manufacturing Account management B2B 58

Partners in Excellence

DECEMBER 17, 2018

If we structure our engagement process to be more transactional, the assembly line process becomes very attractive. Which, at its root is a talent problem—do we have the right type of people, are we equipping the with the right skills/tools/processes to create value in every interaction with the customer?

Assembly Line 88

Assembly Line Pitch Sales Growth 88

Heinz Marketing

APRIL 27, 2020

If instead you share with the seagulls where their project fits into the priority list and why, if they agree with the higher priorities, they generally fall in line. Learn more about the current state of Agile Marketing in this benchmark study , and thank you Andrea for joining last week’s CMO Coffee Talk (on both coasts no less).

Assembly Line 73

Assembly Line GTM Strategize Follow-up 73

Partners in Excellence

DECEMBER 10, 2018

As a result, customers seem to be looking to defer sales involvement later in their buying process–with many seeking to manage the whole cycle through digital channels (by the way this isn’t new, but we tent to think it is.). If we need to produce more, we just up the volume in the assembly line.

Sell 80

Sell Assembly Line Up-sell Cold Call 80

Martech

FEBRUARY 1, 2022

Moving to a new vendor is a complex process. Managing the moving process can be an anxious time for the in-house team. This plan also considers factors beyond the tech transfer itself, such as your unique company culture, corporate politics and responsibility layers and processes within the company.

Service 91

Service Assembly Line Cross-sell Follow-up 91

Martech

SEPTEMBER 28, 2021

This is another case where they will have to just trust the information that Google Ads is giving them without seeing the inside of the process. The result is a cookie-cutter, assembly line style of marketing that prioritizes measurement over customer needs. Read more here. Data overhaul at Michael Kors. Read more here.

Launch 74

Launch Assembly Line CRM Conversion 74

Sales Hacker

MARCH 17, 2021

Strict sales volume does go a long way in achieving long-term revenue growth, but processes and cross-department alignment are what allow sales volumes to scale in the first place. Maintaining the same processes. The same can be said about technology, CRM usage, and the overall process. Failing to develop talent.

Growth 95

Growth Assembly Line Cross-sell Engineering 95

Partners in Excellence

MARCH 24, 2021

Looks like Don is just another widget on their sales assembly line. Apply to book a call with me here. Clearly, they “value” developing a relationship with Don. Ben] is kicking it to [Carl] and if Don is accepted, the next contact will be kicked to yet a third person.

Assembly Line 62

Assembly Line Objection handling Appointment Prospecting 62

Hubspot

OCTOBER 18, 2021

One way to get there is through something called "competitive benchmarking" — the process of looking externally to see how your business stacks up against your competitors and industry standards. Process benchmarking: compares business and operational processes. Competitive Benchmarking Analysis.

Manufacturing 63

Manufacturing Assembly Line User Experience Gaming 63

Gong.io

SEPTEMBER 29, 2022

But they’re not stopping there; they’re also leveraging sales AI to boost their bottom line. And how can you incorporate this technology into your sales process? . Artificial intelligence or AI encompasses a range of technologies, such as machine learning, deep learning, computer vision, and natural language processing.

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

Partners in Excellence

DECEMBER 21, 2017

.” But, as with many swings of the pendulum, I worry that the implementation of selling as a science often goes too far, losing people, relationships, and humanity, in the process. Yes, science is disciplined, process oriented, fact based, data driven, analytic, logical. They think relationships aren’t important.

Sell 67

Sell Assembly Line Manufacturing Up-sell 67