Account management Assembly Line Pipeline Sell 
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.
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].
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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. But for a moment, I managed to contain myself. The speaker was clearly smart and had been very successful in selling, perhaps there was something I misunderstood.
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!
Highspot
JULY 31, 2020
After all, you wouldn’t put a new recruit in charge of your enterprise accounts; similarly, a rep with deep experience in healthcare would probably struggle to sell into tech. There are three main models for sales teams: the assembly line, the pod, and the island. The Assembly Line.
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