Account management Assembly Line Customers Trust 
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 talk about sales people as problem solvers, working with our customers to identify and help solve their problems. We are creating massive sales assembly lines optimizing the order taking process.
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.
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Partners in Excellence
AUGUST 29, 2016
There are all sorts of phrases like, “people buy from people,” which ascribe the importance of building relationships with our customers. Yet, it seems that too much of how we actually manage the customer engagement life cycle seems to ignore the importance of developing relationships with our customers.
Partners in Excellence
NOVEMBER 8, 2019
This trend is, unfortunately, doing exactly the opposite of what our customers need and what enables us to create the greatest value with them. These are about the only things that customers value in their interaction with sales people. These are the things that only a sales person can do.
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. The customer buying cycle is, as Hank Barnes puts it, “Squishy.”
Partners in Excellence
SEPTEMBER 9, 2018
Their approach is to exploit the “relationship,” but not the value they create in helping the customer achieve their goals. Neither of those extremes is about relationships, neither of these extremes understands the importance of relationships with our customers. Andy poses that relationships are about “connection.”
Partners in Excellence
APRIL 18, 2017
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. Ironically, customers are the sole reason for sales people to exist!
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