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. At the same time, we see data that is alarming.
Sales Hacker
FEBRUARY 1, 2022
The second aspect of the predictive revenue model is the sales assembly line or seller specialization or sales handoffs , primarily the AE/CSM split. Those two aspects, prospecting/SDRs and the sales assembly line are the two key aspects that I challenge. 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.
Partners in Excellence
NOVEMBER 8, 2019
To put customers on an assembly line where they are touched by an SDR, moved to an account manager, moved to a demo-er, moved to the next step and the next and the next…until the customer makes a decision. They are expecting them to think for themselves and trusting them to do so. Trusting them to do so.
Partners in Excellence
SEPTEMBER 9, 2018
Often, these are those with the assembly line version of selling, optimizing our process, treating the customer as a widget they move through the process—lead, SDR, Demo, Account Manager, Specialist, Customer Experience Team… The customer is an object upon which we execute our selling process, working the numbers.
Partners in Excellence
NOVEMBER 27, 2018
This has a number of advantages, skill levels don’t need to be as high, we can leverage role specialization more effectively (creating sales assembly lines with customer widgets passing through each station), and we can effectively leverage all the traditional selling skills.
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?
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