Partners in Excellence

SEPTEMBER 24, 2018

” Sales picks up the process, SDRs call to qualify the opportunity, they hand the lead to an account manager who gets more information, the customer is handed over to a pre-sales person for a demo, then someone else try to close them. , we caught ’em, you skin ’em.”

Assembly Line 118

Assembly Line Sales Process Account management 118

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.

Assembly Line 81

Assembly Line Manufacturing Account management B2B 81

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.). Critical thinking, problem solving, collaboration, project management, curiosity, facilitation, business management/analysis, dealing with risk/uncertainty/ambiguity and so forth.

Sell 115

Sell Objection handling Assembly Line Territory 115

Highspot

JULY 31, 2020

Proactively thinking through how and why your sales organization is set up a certain way ensures that you are not only making strategic hiring decisions but that you’re putting your reps in position to thrive. Sales organization structure is important as it sets sellers up for success. The Assembly Line.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

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. Let’s start with a no-brainer. See how smooth things are? There’s no friction whatsoever.

Process 93

Process Assembly Line Drivers/motivators UX 93

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. Related Posts: Wake Up! The Paradigm Has Shifted!

Assembly Line 70

Assembly Line Sell Customers Up-sell 70

Partners in Excellence

MARCH 22, 2017

They should never pick up the phone and make a prospecting call!” But for a moment, I managed to contain myself. But as buying teams start to overlap, this issue becomes critical. Enter the realm of account management/territory. The concept of “team selling” arose. Quality became an issue.

Sell 57

Sell Territory Assembly Line Manufacturing 57