Partners in Excellence

MAY 26, 2021

We optimize the overall equation on our goals and our preferences–revenue, expense, headcount, productivity, and so forth. Customers become widgets progressing through our very efficient sales assembly lines. Edward Deming and Taiichi Ohno and the Toyota Production System (TPS). And then we “Go To Customer.”

Assembly Line 128

Assembly Line Customers Manufacturing Start-ups 128

Partners in Excellence

OCTOBER 15, 2021

” We look at, how do we reduce onboarding time, how do we maximize productivity during that time? We redesign knowledge work, emulating the principles of the industrial assembly lines of the past. them passing the work to the next person in the knowledge worker assembly line. The problem is at the top!

Assembly Line 73

Assembly Line Manufacturing Government Up-sell 73

Partners in Excellence

JANUARY 29, 2023

Customers have become depersonalized widgets that we move along our selling assembly lines. We don’t seem to recognize that while people are working longer hours, productivity is declining. We provide buses equipped with WiFi so they can be productive on the commute.

Assembly Line 127

Assembly Line Trust Clients Technology 127

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Your sales organization is in charge of generating revenue for your business by convincing buyers to purchase a product or service.

Assembly Line 72

Assembly Line Territory Strategize Education 72

Partners in Excellence

NOVEMBER 5, 2021

We are creating massive sales assembly lines optimizing the order taking process. We differentiate our offerings through nuances of product differences, hoping we can make one feature/function important to the customer, but mostly we win through pricing. Rather than becoming value creators, we are becoming order takers.

Assembly Line 111

Assembly Line Sales Price Trust 111

Sales Hacker

FEBRUARY 1, 2022

Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. The second aspect of the predictive revenue model is the sales assembly line or seller specialization or sales handoffs , primarily the AE/CSM split. Try Vidyard for free by signing up at Vidyard.com/free.

Commission 89

Commission Quota Assembly Line Sales 89

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. It would help if you also had a well-defined workflow where: The strategists work on strategy. The planners plan. The writers write.

Assembly Line 101

Assembly Line Angle Start-ups Follow-up 101

Partners in Excellence

OCTOBER 30, 2020

. “We are looking to buy electronic components to use in a new consumer product we are developing. ” “We are expanding our factory capacity and need to add a new assembly line, can we talk about your products as a potential solution?” They find ways of educating themselves about new things?

Prospecting 106

Prospecting Customers Assembly Line Education 106

Partners in Excellence

MAY 25, 2021

My earliest experience of specialization was product/solution focused specialists. 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. When I started selling, I had the responsibility for growing a very large banking account.

Assembly Line 110

Assembly Line Account management Education Sell 110

ClickFunnels

JUNE 18, 2021

A sales funnel is the journey that a person takes from first hearing about your product to purchasing that product and subsequent products. You get that person interested in your products or services. You persuade that person to purchase your products or services.

Minimum Viable Product 229

Minimum Viable Product Assembly Line Niche Sales 229

Partners in Excellence

JUNE 30, 2023

Those distinct models no longer represent the way customers buy and grow in the utilization of our products. Whether it’s specialization in how we move our customers through the “sales assembly line.” We focus our skills development on product training and selling skills.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Martech

JANUARY 25, 2022

The outreach we’re doing feels a little bit like an assembly line,” she said. “As “What your brand does with video tells your prospects more than just the story of your product; it also tells the story of your brand. Most brands use video to talk to their prospects about their products and goods and services.”.

Assembly Line 87

Assembly Line Prospecting Contact Customers 87

Hubspot

MAY 9, 2022

The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage. There's a fine line between productively competitive and toxically confrontational, and crossing it can take a massive toll on morale. But competition can be fickle.

Assembly Line 75

Assembly Line Objectives and Key Results Construction Commission 75

Partners in Excellence

APRIL 5, 2023

Our inboxes, voicemails, texts are dominated by these sellers talking to us about cool products, their cool companies and what they do. But the SaaS selling model seems to be based, also, on a flawed adaptation of lean manufacturing techniques and the Toyota production system. of the global economy.

Conversion 68

Conversion Sell Manufacturing Healthcare 68

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. ”[ 1 ].

GTM 73

GTM Assembly Line Manufacturing SQL 73

Salesforce

AUGUST 20, 2021

It means that we need to explore opportunities for ourselves and our teams to humanize the future of work to complement and even enhance AI, automation, and productivity. The best way to differentiate yourself is through your humanity and creativity, not your productivity. But that doesn’t mean we’re all out of a job.

Assembly Line 98

Assembly Line Healthcare Education Technology 98

SBI

JULY 9, 2013

On the road to mass production, the most significant event was when they first began taking “the work to the men instead of the men to the work.”. 3) Use sliding assembling lines by which the parts to be assembled are delivered at convenient distances. This must happen before production can begin.

Assembly Line 54

Assembly Line Product Manufacturing Transportation 54

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. While we may think about these, the context is always about our product. .” It turns out “one size rarely fits all.”

Assembly Line 89

Assembly Line Meeting Quota Customers 89

Martech

NOVEMBER 18, 2022

The assembly line. The same applies to touchscreen technology and many other processes and products that came together to allow something new to exist. Can you outcompete others in your industry by developing and launching innovative products or services before they do and with other competitive advantages? The airplane.

Assembly Line 103

Assembly Line Launch Real Estate Electricity 103

Gong.io

APRIL 28, 2021

a factory assembly line). With your potential ROI missteps under control and your champion offering up the right information, you’ll provide a deeper understanding of your product and remain a trusted and reliable source. In most cases, they aren’t correlated. Mission accomplished.

Assembly Line 71

Assembly Line Manufacturing Drivers/motivators Strategize 71

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. That’s a big time commitment, but has led to greater alignment around everything from GTM pivots, product direction, resource allocation and more.

Assembly Line 73

Assembly Line GTM Strategize Follow-up 73

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. Self-service technology lets customers use things like product catalogs, portals and ticketing systems to make a purchase. Give customers control with self service.

Original Equipment Manufacturer 52

Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

Partners in Excellence

FEBRUARY 15, 2021

We take them through the same stuff, then start pitching our products. We move them to the same standard demo.

Assembly Line 69

Assembly Line Quota Pitch Meeting 69

Partners in Excellence

APRIL 6, 2017

But I’ve been alarmed by the rise of “assembly line” thinking, extreme specialization, and obsession with our own efficiency—to the detriment of building relationships and trust. But then, I’m a physicist/engineer by training–and somewhat of an introvert. Much of this seems to be a R 3.0

Assembly Line 55

Assembly Line SQL Trust Sales 55

Partners in Excellence

DECEMBER 4, 2016

In recent years we’ve increasingly leveraged technology, both to improve productivity, but to automate as much of these processes as we can. One begins to see images of assembly lines with customers on a conveyor belt moving from station to station. The problem is, customers are not widgets. Each individual is different.

Assembly Line 48

Assembly Line Customers Manufacturing Objectives and Key Results 48

Partners in Excellence

DECEMBER 10, 2018

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. If we need to produce more, we just up the volume in the assembly line. Sales people change jobs, every 20-22 months.

Sell 80

Sell Assembly Line Up-sell Cold Call 80

Partners in Excellence

MARCH 31, 2017

Prospectors prospect, account managers account manage, product line specialists are expert in their product lines, and on and on… Each role is precisely defined, we have the metrics to by which we constantly measure performance. They may get smarter as they go through our and our competitors assembly lines.

Assembly Line 58

Assembly Line Manufacturing Account management B2B 58

Lead Fuze

DECEMBER 31, 2021

In this article, we provide insights on how to build a product sales organization structure that yields results. In the SaaS world, it is not enough for us to look at salespeople as individual contributors but rather as an entire team across departments such as marketing and product development. The Assembly Line.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Partners in Excellence

MARCH 24, 2021

One wonders what hurdles Don (and others) might have to go through to offer money to this company to buy their products. Looks like Don is just another widget on their sales assembly line. He’s granted Don the permission to accept further prospecting from his team.

Assembly Line 62

Assembly Line Objection handling Appointment Prospecting 62

Partners in Excellence

DECEMBER 5, 2019

We pitch our products, we manage customers to fit into our selling process, we move customers through our sales assembly line because it is more efficient for us, though perhaps not helpful to what the customer is trying to do. But everything we do is targeted to exactly the opposite.

Assembly Line 68

Assembly Line Territory High impact Technology 68

Highspot

FEBRUARY 22, 2024

Sales and Operations Planning (S&OP) is a cross-department process that helps ensure companies have the right amount of products to satisfy customers without extra stock piling up. Action plan: Finalize and implement a detailed production plan. S&OP’s intention: to align sales operations with long-term goals.

Manufacturing 52

Manufacturing Finance Objectives and Key Results Sales 52

Partners in Excellence

NOVEMBER 27, 2018

And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). Rather than heavily product selling focused, they leverage more customer focused language, but under the covers, they haven’t changed substantively.

Sell 91

Sell Objection handling Assembly Line Territory 91

Outreach

DECEMBER 26, 2018

If you're reading this now, you are probably regularly (or at least dabble in) reading the Outreach blog to stay up to date on product news, the latest best practices, and what's going on in the space in general. How I Built an SDR Assembly Line with Outreach and Doubled my Team’s Output.

Cold Call 77

Cold Call Assembly Line Sales Follow-up 77

Hubspot

OCTOBER 18, 2021

It scrutinizes every product and strategy — from messaging to sales processes. Competitors that are new — or much smaller — have the power to disrupt an industry with innovative strategies and products. In comparing itself with its competition, Xerox discovered it had: 10 times as many rejects on the assembly line.

Manufacturing 63

Manufacturing Assembly Line User Experience Gaming 63

Partners in Excellence

NOVEMBER 8, 2019

To put customers on an assembly line where they are touched by an SDR, moved to an account manager, moved to a demo-er, moved to the next step and the next and the next…until the customer makes a decision. These people are the most productive. To define every action, their sales people take. Those are simply table stakes.

Assembly Line 77

Assembly Line Trust Consult Up-sell 77

Partners in Excellence

DECEMBER 21, 2017

We see too many signs of mechanization, losing the person, treating customers as widgets to move through our highly efficient selling process assembly lines. Send me an email for my eBook on applying the Toyota Production Process to selling). We’ve focused more on the mechanics and less on the people.

Sell 67

Sell Assembly Line Manufacturing Up-sell 67

Partners in Excellence

AUGUST 29, 2016

It almost seems that we have an assembly line that we pass our customers along—we try to attract attention, building a relationship through our digital presence–web sites, blogs, other materials. Through their use of the product, the “relationship” gets passed from one person or department, to another.

Assembly Line 48

Assembly Line Customers Trust CRM 48