Account management Assembly Line Presentation Product 
Partners in Excellence
NOVEMBER 5, 2021
We are creating massive sales assembly lines optimizing the order taking process. We differentiate our offerings through nuances of product differences, hoping we can make one feature/function important to the customer, but mostly we win through pricing. Rather than becoming value creators, we are becoming order takers.
Sales Hacker
FEBRUARY 1, 2022
Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. That’s where I present an alternative, which is the buyer centric revenue model. Those two aspects, prospecting/SDRs and the sales assembly line are the two key aspects that I challenge. Check out his book !
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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. They go from being MQLs to SQLs to qualified opportunities.
Partners in Excellence
NOVEMBER 27, 2018
And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). At the risk of repeating myself, these programs have been upgraded in how they are being presented. Also, these are the easiest applications of AI/ML technologies.
Sales Hacker
MARCH 3, 2021
Isn’t it ultra-satisfying to watch a perfectly automated factory assembly line? Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. It could be cars, machinery, or maybe just ice cream sandwiches. See how smooth things are?
Partners in Excellence
AUGUST 29, 2016
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. This AE manages us for the next few steps–discovery, presenting the solution, closing. Instead, we focus on our efficiency in handling the customer.
Partners in Excellence
APRIL 18, 2017
We see discussions focused on increasing specialization in sales–actually adaptations of the Toyota Production System. I sit through entire presentations on new trends in selling, where the word customer or buyer may never be mentioned.
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