Remove Account management Remove Assembly Line Remove Pitch
article thumbnail

Do We Really Want Our Sales People To Be Value Creators?

Partners in Excellence

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.

article thumbnail

Are “Traditional” Selling Skills Even Relevant Anymore?

Partners in Excellence

Otherwise, why do customers constantly complain about being pitched, sales people not understanding their problems, and so forth. Rather than heavily product selling focused, they leverage more customer focused language, but under the covers, they haven’t changed substantively.

Sell 105
article thumbnail

No More Quotas, No More Commission: Sales Without SDRs

Sales Hacker

The second aspect of the predictive revenue model is the sales assembly line or seller specialization or sales handoffs , primarily the AE/CSM split. Those two aspects, prospecting/SDRs and the sales assembly line are the two key aspects that I challenge. Why prospecting sits apart from sales [6:59].