Account management Assembly Line Presentation Trust 
Partners in Excellence
NOVEMBER 5, 2021
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. This is so much simpler and more efficient for us.
Sales Hacker
FEBRUARY 1, 2022
That’s where I present an alternative, which is the buyer centric revenue model. The second aspect of the predictive revenue model is the sales assembly line or seller specialization or sales handoffs , primarily the AE/CSM split. Defining a predictable revenue model [4:07]. Why prospecting sits apart from sales [6:59].
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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.
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
NOVEMBER 27, 2018
At the risk of repeating myself, these programs have been upgraded in how they are being presented. 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.
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. How do we build trust across our organizations?
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.
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