Account management Assembly Line Product Sell 
Partners in Excellence
MAY 25, 2021
My earliest experience of specialization was product/solution focused specialists. When I started selling, I had the responsibility for growing a very large banking account. While I had good knowledge of the customer and good knowledge of our core products, I wouldn’t have been successful without the help of specialists.
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.
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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
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].
Partners in Excellence
MARCH 31, 2017
We design our organizations to be lean mean selling machines. 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.
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
APRIL 18, 2017
The focus in much of our discussions on selling is about us–sales people. 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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