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 are creating massive sales assembly lines optimizing the order taking process. We talk about sales people as problem solvers, working with our customers to identify and help solve their problems.

Assembly Line 112

Assembly Line Sales Price Trust 112

Partners in Excellence

NOVEMBER 8, 2019

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. Their goal is to instrument and design every word that comes out of the mouths of their people. To define every action, their sales people take.

Assembly Line 77

Assembly Line Trust Consult Up-sell 77

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. Rather than making an enterprise sale, we are making individual or departmental sales. Also, these are the easiest applications of AI/ML technologies.

Sell 92

Sell Objection handling Assembly Line Territory 92