Partners in Excellence

FEBRUARY 17, 2024

But when my client started talking to end users–people in procurement/logistics/manufacturing, they realized there were monstrous issues. These unhappy customers were taking a lot of sales time, demanding the account managers fix the problem or contracts would be cancelled.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Partners in Excellence

AUGUST 31, 2022

Later I moved to managing a large part of the manufacturing industry segment. We ran similar training programs for our sellers who worked with manufacturers. New sales people went through a week training program, and we ran yearly updates for sellers on critical issues in manufacturing.

Gaming 52

Gaming Manufacturing Sales Retail 52

Partners in Excellence

SEPTEMBER 12, 2016

The solutions his company develops address very complex issues in “manufacturing.” He needs to grow the sales team, hiring BDRs, Account Managers and others. We spoke about the typical challenges that face the manufacturing decision-makers and the conversations they had to have with those decision-makers.

Manufacturing 91

Manufacturing Objection handling Drivers/motivators Up-sell 91

SaaStr

JANUARY 10, 2020

In his excellent article, The Manufacturer’s Dilemma , the author Geoffrey Moore gives perhaps the most succinct economic premise of the shift to the SaaS model: “The ultimate consequence of all this is as simple as it is devastating: product is no longer king. Overcoming A Manufacturer’s Mentality In SaaS.

Manufacturing 53

Manufacturing Cross-sell Sports Service 53

CloserIQ

JANUARY 16, 2019

Gradeable is currently hiring for its school success/program development department, which combines sales and account management. Sustainable Minds is making it easier for manufacturers to design and produce green products by promoting greater transparency. The leadership team is all-f emale. See open roles. 3) meQuilibrium.

Healthcare 92

Healthcare Teamwork Real Estate Manufacturing 92

Salesforce

DECEMBER 14, 2023

Spotlight: Michelin Tire manufacturer Michelin operates in a saturated market with ever-increasing competition. Manager reports Intelligent routing software also provides a holistic view of field sales performance to drive decision-making and keep reps accountable.

Territory 59

Territory Appointment Transportation CRM 59

Miller Heiman Group

OCTOBER 6, 2020

Others have faced incredible manufacturing and supply chain pressures. Opportunity management. 66% of organizations say their opportunity management needs improvement, and 60% say their account management process needs improvement. Faced with uncertainty, businesses put the brakes on as deals stalled or vanished.

Strategize 109

Strategize Quota Manufacturing Clients 109

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. We start feeding customers through our process, moving them from person to person.

Assembly Line 58

Assembly Line Manufacturing Account management B2B 58

Hubspot

MARCH 14, 2021

For instance, we might say something like, 'We are looking to acquire two new manufacturing companies in South Florida, by the end of April 2021, who are looking to accelerate growth and need help transitioning a face-to-face sales team to virtual.'. Once we post and share, we can get thousands of views. "If Be yourself, and be sincere.

Sell 98

Sell Manufacturing Trust Up-sell 98

Partners in Excellence

FEBRUARY 16, 2018

These pundits often cite applying manufacturing principles to designing our sales engagement strategies. Some cite the grandfather of lean/agile manufacturing principles, the Toyota Production System (TPS). Moving from SDR, AE, Account Managers to more specialized versions of each role and people supporting those people.

Manufacturing 55

Manufacturing Sales Up-sell Start-ups 55

Miller Heiman Group

NOVEMBER 12, 2019

Sales managers need a data-informed, repeatable process for helping their sellers hit their goals. Managers need to realize that if the sales management function is going to continue being effective in a rapidly changing world, they need processes and systems. Listen to the Podcast.

Manufacturing 75

Manufacturing Technique Sales Promote 75

Partners in Excellence

MARCH 22, 2017

Where product lines are very diverse, with different and unrelated buyers within the account, this issue may not be important (But I’m still driven by my mantra, “It’s our God-given right to 100% share of customer and territory…”). Enter the realm of account management/territory.

Territory 48

Territory Sell Assembly Line Manufacturing 48

Lead Fuze

JUNE 28, 2023

For instance, Certified Sales Professionals (CSP) or Certified Inside Sales Professionals (CISP) are globally recognized qualifications that showcase proficiency in key areas such as negotiation techniques, account management strategies, and sales forecasting abilities among others. Need Help Automating Your Sales Prospecting Process?

Negotiate 52

Negotiate Territory Contract Technique 52

Women Sales Pros

APRIL 19, 2019

And clarity regarding role, expectations and decision authority levels enable inside sales, outside sales, account management and enablement to work more collaboratively and communicate much more effectively. Her clients include companies in manufacturing, medical, professional services and technology. DEVELOP SALES LEADERS.

Inside sales 129

Inside sales Outside Sales Quota Sales 129

Partners in Excellence

DECEMBER 28, 2019

We aren’t a manufacturing company, though we have manufacturing clients. But why are we receiving prospecting email for manufacturing solutions? If my inbox is typical of most people’s 90% of the prospecting emails I get should never have been sent. Our company is not in the target market.

Prospecting 48

Prospecting Manufacturing Pipeline Territory 48

Sales Hacker

SEPTEMBER 18, 2020

Marketing and Sales Development groups tackle engagement, Sales covers execution, and Customer Success and Account Management handle continuity. Prospects don’t appreciate moving through your system like they’re on a manufacturing line — being moved from a Marketing Qualified Lead to a Sales Accepted Lead.

Engineering 123

Engineering Teamwork Manufacturing Technology 123

Partners in Excellence

FEBRUARY 23, 2022

We apply labels to different channel business models, for example distribution, VADs, VARs, Resellers, Manufacturer’s Reps, Integrators, even partners that handle ePurchases. Over time, we’ve seen a lot of different channel relationships, we talk about one step, two step relationships.

Strategic partnership 103

Strategic partnership Sales Strategize Commission 103

Partners in Excellence

NOVEMBER 9, 2021

They invited him to participate in many projects, projects around their future product directions, how to improve manufacturing processes, how to create better customer experiences for their customers. The salesperson’s involvement was deeply valued by the customer.

Manufacturing 65

Manufacturing Pipeline Strategize Meeting 65

Spiro Technologies

MAY 26, 2022

So when you walk into any space, whether it be a hospital, a school, or your own kitchen, there’s a good chance that if you’re on the west coast, a lot of those products came through our facilities and were manufactured by our partners. Everywhere that I look people are redoing stuff like that, has that been the case?

Sell 52

Sell Manufacturing Hospitality Start-ups 52

Partners in Excellence

AUGUST 22, 2016

She was trying to get out of the call, suggesting a follow up call from an account manager or a demo—I have to give her credit, she went for the demo. For example, I often hired people who had been manufacturing managers to sell manufacturing control systems. She clearly recognized she was way over her head.

Manufacturing 49

Manufacturing High impact Drivers/motivators Up-sell 49

Partners in Excellence

MAY 27, 2021

For example, product management/marketing, strategic planning, finance, legal, HR, manufacturing, logistics, operations… Each part of the organization has dependencies on each other. And doing this doesn’t address the alignment/collaboration problems across other parts of the organization.

Strategic planning 127

Strategic planning Manufacturing Legal Finance 127

Partners in Excellence

NOVEMBER 27, 2018

Rather than a sales focused training workshop on problem solving, what if sales people train with finance, engineering, operations, and manufacturing people? What if we mixed different disciplines/functions/points of view in the same training programs.

Sell 92

Sell Objection handling Assembly Line Territory 92

Partners in Excellence

MARCH 15, 2019

But again, there’s not a lot of innovation in this approach, the concept of agents and manufacturer’s reps has been around for at least decades, if not centuries. Also, there are more and more organizations offering selling as a service, basically outsourcing the sales execution function to organizations dedicated to selling.

Service 84

Service Sell Construction Manufacturing 84

Partners in Excellence

OCTOBER 29, 2015

We may say: We’re targeting the financial services industry, or manufacturing companies, or any other segment. Likewise manufacturing could be process, discrete, consumer products, electronica components, automotive, aerospace, basic materials, technology, medical devices, and on and on and on. But any of these are huge.

Manufacturing 91

Manufacturing Cross-sell Territory Finance 91

Veloxy

FEBRUARY 22, 2023

Go here Outside Sales vs Inside Sales: Compare the Pros & Cons Industries that use field sales Field sales is commonly used in industries such as pharmaceuticals, medical equipment, industrial manufacturing, construction, insurance, and real estate.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

A Sales Guy

MAY 15, 2013

Imagine you’re a supplier of speakers for headphone and car speaker manufactures. Is inventory velocity and turn part of your account management strategy? As a sales person who sells product, you’re ability understand this and address inventory turn is critical.

Manufacturing 110

Manufacturing Retail Up-sell Quota 110

Sales Hacker

JANUARY 29, 2018

This high- velocity creates a “manufacturing line” approach. AE: Account Executive – Develops SQLs through a series of meetings. CSM: Customer Success Manager – Achieves recurring use of the service. AM: Account Manager – Creates increased profit developing upsell opportunities. The Sales POD.

Territory 75

Territory Quota Sales Manufacturing 75

Partners in Excellence

MARCH 7, 2017

Companies develop new products by having engineers, product managers, customers and others interacting with each other. Products are manufactured by people interacting with each other to create factories, manage logistics, assure quality products are made, working together to solve problems and improve. We’re not alone.

Manufacturing 56

Manufacturing Sales Finance Technology 56

SBI

JULY 26, 2018

Project Kickoff, Brand App Design & Development: Your dedicated account manager will outline the requirements, processes, and timelines to ensure a smooth fast implementation. The Modus Platform is optimized for manufacturers with dealer and other non-direct sales channels, as well as health services with direct sales forces.

Gaming 38

Gaming Presentation CRM Manufacturing 38

Hubspot

AUGUST 24, 2023

Example: Suppose a customer is considering a major investment in a new manufacturing facility. Mastering Strategic Account Management Human reps are crucial in strategic account management, especially for VIP clients or long-term partnerships.

Negotiate 58

Negotiate Objectives and Key Results Represent Trust 58

Partners in Excellence

SEPTEMBER 26, 2012

As sales roles become increasingly complex, with differing roles in the organization–account managers, territory managers, product specialists, pre-sales specialist, business development executives, and so forth, a sales competence framework helps identify different skill and capability levels for each role. .

Territory 94

Territory Quota Sales Drivers/motivators 94

Spiro Technologies

JANUARY 26, 2023

Adam Honig: Well I know by talking to a lot of manufacturers, there’s often kind of unusual projects that sometimes get made at the request of customers or potentially new customers. We tied that with a proprietary software system in-house as far as our manufacturing. And then utilizing the Spiro CRM connected with that as well.

Customers 52

Customers E-commerce Drivers/motivators Technology 52

Closing Bigger

SEPTEMBER 18, 2023

So this is another way that you can kind of manufacture these sidebar or informal conversations is making sure you’re out at industry and community events where your key accounts or key prospects are on a regular basis. And again, create some more in between casual but vital meetings with your key accounts.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Partners in Excellence

MARCH 27, 2013

The demand plan is the basis for scheduling manufacturing (or service delivery). It ripples through the manufacturing schedule, inventory planning, shipping, procurement, supply chain management. I wanted to share some thoughts provoked by those very good conversations. The Sales Forecast Is Not The Demand Plan!

Manufacturing 99

Manufacturing Sales Process Conversion 99

A Sales Guy

DECEMBER 14, 2011

Jamaal’s company sells a product that helps in the manufacturing of the bonding agent. At it’s peak, West Side did 50 million dollars and represented 7% of Jamal’s companies business. West Side produces a synthetic bonding agent used in the construction industry. West Side Solutions was killing it during the building boom.

Construction 86

Construction Manufacturing Represent Up-sell 86

Hubspot

MAY 4, 2017

As does Becky Merchant, an account manager at the Stand Agency in London. And just last year, a survey by Label Insight found that 94% of consumers said transparency from brands and manufacturers was important and impacts their purchasing habits. However, I believe it’s an area worth indulging in.

Quota 74

Quota Pitch Commission Manufacturing 74

Sales Hacker

APRIL 21, 2020

I then left to do the manufacturing thing, which I’ll talk about. I would say that, in this particular situation, with COVID-19, looking back to that manufacturing experience, it’s a long time ago and it’s a smaller business. Tactically speaking, we’re diving into things like account management.

Manufacturing 67

Manufacturing Start-ups Contract Clients 67