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To put customers on an assemblyline where they are touched by an SDR, moved to an accountmanager, moved to a demo-er, moved to the next step and the next and the next…until the customer makes a decision. Their goal is to instrument and design every word that comes out of the mouths of their people.
Isn’t it ultra-satisfying to watch a perfectly automated factory assemblyline? Salespeople create relationships, but it has traditionally been up to the customer success or accountmanagement team to nurture them. It could be cars, machinery, or maybe just ice cream sandwiches. See how smooth things are?
The AssemblyLine. In the assemblyline model, leads are handed off between specialized teams to make sure that they move through all of the stages in a sales cycle. Promotes specialization.Sales Representatives become experts within their respective fields. Product & Service Line Structure.
We’ve got Nelson Gilliat who’s talking about why he believes that the role of the SDR , the sales development representative, is dead and what we can do to replace the SDR with more full cycle reps. Those two aspects, prospecting/SDRs and the sales assemblyline are the two key aspects that I challenge.
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