Partners in Excellence

APRIL 12, 2023

There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. Sellers have, blindly, applied “manufacturing” technique to managing their selling process.

Assembly Line 88

Assembly Line Customers Tradeshows Manufacturing 88

Partners in Excellence

MAY 26, 2021

They don’t care about our organizational structure, they don’t care about our selling process or strategies for demand gen. Somehow mechanization, specialization, and efficiency drive our decisions for engaging customers in our selling process. And it may work, or maybe for some time. Inevitably, it doesn’t work.

Assembly Line 128

Assembly Line Customers Manufacturing Start-ups 128

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

DECEMBER 10, 2018

At the end, Brent Adamson pulled me to the side asking, “Dave, you seem to have a pretty dark outlook about selling, what’s up?” Am I contributing to it’s improvement and the ability of sales to contribute to our customers and the companies we sell for?” The mindless focus on volume/velocity.

Sell 80

Sell Assembly Line Up-sell Cold Call 80

Partners in Excellence

NOVEMBER 5, 2021

We are creating massive sales assembly lines optimizing the order taking process. We nurture them until they have done much of the work, then we engage them running them through our sales assembly line of qualifying, demoing, pitching, proposing, closing. At the same time, we see data that is alarming.

Assembly Line 111

Assembly Line Sales Price Trust 111

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.

Sell 91

Sell Objection handling Assembly Line Territory 91

Partners in Excellence

JANUARY 29, 2023

For years, I’ve been writing about the mechanization of selling. Customers have become depersonalized widgets that we move along our selling assembly lines. Our people have become replaceable widgets as well.

Assembly Line 127

Assembly Line Trust Clients Technology 127

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. Watch this video, featuring Salesforce’s Andy Peebler, to learn how manufacturers can benefit from creating a parts business: Why sell parts online?

Original Equipment Manufacturer 52

Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

Partners in Excellence

DECEMBER 21, 2017

We seem to be approaching or passing the tipping point where leading sales practitioners view successful selling as a disciplined, focused, engineered approach to engaging and creating value for customers. Stated differently, moving more toward selling as a science. We’ve focused more on the mechanics and less on the people.

Sell 67

Sell Assembly Line Manufacturing Up-sell 67

Partners in Excellence

SEPTEMBER 24, 2018

The overall marketing/sales assembly line takes customers through this linear process, all oriented to moving the customer through a buying decision. 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

Sales Hacker

FEBRUARY 1, 2022

We’re also brought to you by Vidyard — the best way to sell in a virtual world, whether you need to connect with more leads, qualify more opportunities, or close more deals. Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Why prospecting sits apart from sales [6:59].

Commission 89

Commission Quota Assembly Line Sales 89

Spiro Technologies

OCTOBER 20, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, selling products, and of course, having fun along the way. We were working with a customer who had an assembly line and they had a couple stations along their assembly line. Transcript. podcast at Spiro.ai/podcast

Sell 52

Sell Manufacturing Assembly Line Technology 52

Partners in Excellence

MAY 25, 2021

When I started selling, I had the responsibility for growing a very large banking account. The customer has become almost irrelevant, instead, we have optimized roles for moving our customer through our sales assembly line. Related Posts: Optimizing Part Of The Selling Function,… Tag, You're It!

Assembly Line 110

Assembly Line Account management Education Sell 110

Partners in Excellence

MARCH 19, 2021

Dr. Stephen Covey’s fifth habit, “Seek first to understand, then to be understood,” is a fundamental principle of selling and leadership, yet it is rare that I see this principle exercised. They are not widgets to be passed from sales specialist to sales specialist down our sales assembly line.

Assembly Line 88

Assembly Line Drivers/motivators Technique Sell 88

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?” Don’t they know I don’t sell that stuff? . “We are looking to buy electronic components to use in a new consumer product we are developing.

Prospecting 106

Prospecting Customers Assembly Line Education 106

Spiro Technologies

OCTOBER 5, 2022

Adam Honig: Hello and welcome to Make It, Move It, Sell It. On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products. Assembly operations don’t look the same as the old model T assembly line. Transcript. Adam Honig: Yeah.

Manufacturing 59

Manufacturing Sell Electricity Construction 59

Partners in Excellence

NOVEMBER 2, 2022

The struggles have less to do with choosing what to buy, yet sellers tend to focus on what they are selling. We view the process as a transaction, moving the customer from person to person on our sales assembly lines. We don’t take the time to build relationships and trust.

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Partners in Excellence

APRIL 18, 2017

The focus in much of our discussions on selling is about us–sales people. 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.

Assembly Line 53

Assembly Line Sell Customers Up-sell 53

Partners in Excellence

JANUARY 5, 2023

Our sequences, our assembly line techniques for herding through processed that are optimized for us will fail! Given what they now face, they need–and will demand more! But sellers will have to respond very differently than we have traditionally responded. While they may address our needs, they do nothing for the customer.

Customers 100

Customers Assembly Line Commission Manufacturing 100

Partners in Excellence

JUNE 30, 2023

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. ” how we staff these roles, how we look at new and current customers.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Gong.io

APRIL 28, 2021

Our solution can save your reps 30% in admin time, so they’ll have more time to sell (really?), will sell more (really??), a factory assembly line). Here’s what an overcomplicated value story with unreasonable value attribution looks like: . and will get your revenue up by 30% (really???). .

Assembly Line 71

Assembly Line Manufacturing Drivers/motivators Strategize 71

Partners in Excellence

OCTOBER 13, 2021

And, while I will contradict my opening premises, too much of the time, in seeking “predictable revenue,” we treat every aspect of selling as laws etched in granite. They recognize the real value in the organization has nothing to do with what they sell, or the tools, programs, processes, and so forth.

Assembly Line 83

Assembly Line Quota Prospecting Start-ups 83

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’ve always been biased more to the science side of selling than the art side. I believe that selling is a disciplined process, that we can “engineer” those processes to increase our impact, customer engagement, and our effectiveness. I find myself in an unusual position. Much of this seems to be a R 3.0

Assembly Line 55

Assembly Line SQL Trust Sales 55

Partners in Excellence

MARCH 22, 2017

I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. The speaker was clearly smart and had been very successful in selling, perhaps there was something I misunderstood. The concept of “team selling” arose.

Territory 48

Territory Sell Assembly Line Manufacturing 48

Hubspot

MAY 9, 2022

The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage. Keeping your team siloed from other departments at your company creates unnecessary friction and prevents your reps from having a fully realized picture of who they're selling to.

Assembly Line 75

Assembly Line Objectives and Key Results Construction Commission 75

Partners in Excellence

DECEMBER 17, 2018

After all, AI and ML will solve all the problems of the selling world. If we structure our engagement process to be more transactional, the assembly line process becomes very attractive. This mechanized view of selling, means our view of talent is very different.

Assembly Line 88

Assembly Line Pitch Sales Growth 88

ClickFunnels

JUNE 18, 2021

Our co-founder, Russel Brunson, has developed a sales funnel model called The Value Ladder, which we believe is the most effective way to sell online. You can learn more about his Content Assembly Line method here: Build Backlinks to That Content. Here’s how it looks like: It has four stages: Bait.

Minimum Viable Product 229

Minimum Viable Product Assembly Line Niche Sales 229

Partners in Excellence

MARCH 31, 2017

We design our organizations to be lean mean selling machines. 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.

Assembly Line 58

Assembly Line Manufacturing Account management B2B 58

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

NOVEMBER 8, 2019

But the past couple of weeks, I’ve been in a bit of a dark place on the “state of selling.” Sadly, too many sales executives, too many clueless corporate executives; all supported by vendors and consultants trying to sell them something are in a mad rush in exactly the opposite direction. Principle Based Selling!

Assembly Line 77

Assembly Line Trust Consult Up-sell 77

Partners in Excellence

MARCH 24, 2021

Let’s start: This email is from a company that purports to have expertise in leveraging LinkedIn for selling. Looks like Don is just another widget on their sales assembly line. Where do I begin, there is so much wrong with this prospecting attempt? Don has confirmed that it appears they never looked at his profile.

Assembly Line 62

Assembly Line Objection handling Appointment Prospecting 62

Sales Hacker

MARCH 17, 2021

The reason they were such a good salesperson in the past is because they had the automation, infrastructure, and internal alignment in place to sell at a high rate. Having a goal of selling more is great, but what will actually allow you to sell more? The problem? This person doesn’t exist. Trying to scale without process.

Growth 93

Growth Assembly Line Cross-sell Engineering 93

A Sales Guy

MAY 18, 2013

Henry Ford : While Ford is today known for his innovative assembly line and American-made cars, he wasn’t an instant success. His wife fished it out and encouraged him to resubmit it, and the rest is history, with King now having hundreds of books published the distinction of being one of the best-selling authors of all time.

Assembly Line 118

Assembly Line Drivers/motivators B2B Up-sell 118

Gong.io

SEPTEMBER 29, 2022

After all, some jobs have already been replaced by AI and robotics ( assembly lines come to mind). And at the end of the day, you’re selling to a person. Reps are still spending a huge amount of their time on the following tasks: Sales AI can free up valuable time for reps to focus on selling. It’s a valid question. .

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

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. Back in July, I packed up my house and moved everything to my new place. After 17 moves, I have it down to a science. Fast-forward to today.

Service 86

Service Assembly Line Cross-sell Follow-up 86

Lead Fuze

DECEMBER 31, 2021

The Assembly Line. In the assembly line model, leads are handed off between specialized teams to make sure that they move through all of the stages in a sales cycle. Product & Service Line Structure. With the role of HR Manager. That has only been in this role for less than 1 year. Just to give you an idea.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52