Partners in Excellence

APRIL 12, 2023

Customers and sellers have become widgets moving along the sales manufacturing line, losing the humanity, failing to build trust and confidence the buyers crave. But buyers don’t need to participate in that assembly line, they are learning through other channels, so our assembly lines are underutilized.

Assembly Line 86

Assembly Line Customers Tradeshows Manufacturing 86

Partners in Excellence

OCTOBER 15, 2021

We redesign knowledge work, emulating the principles of the industrial assembly lines of the past. We chop up work, creating assembly lines where knowledge workers focus on perhaps the functional equivalent of tightening a bolt. them passing the work to the next person in the knowledge worker assembly line.

Assembly Line 73

Assembly Line Manufacturing Government Up-sell 73

Partners in Excellence

MAY 26, 2021

Customers become widgets progressing through our very efficient sales assembly lines. They are passed from SDR to AE to Demo person to someone else until they buy, then they are scheduled on our customer experience assembly lines.

Assembly Line 126

Assembly Line Customers Manufacturing Start-ups 126

Sales Pop!

JANUARY 23, 2024

They’re built in factories on assembly lines, significantly reducing construction time and costs. Owning a mobile home means building equity, boosting financial stability, and creating a sense of place that’s often missing in the rental market.

Assembly Line 59

Assembly Line Construction Price Follow-up 59

Partners in Excellence

JANUARY 29, 2023

Customers have become depersonalized widgets that we move along our selling assembly lines. Spiers outlines, as tragic as these are, the dehumanizing means by which too many of those people have been notified of their terminations tells us more about the absence of caring and respect senior leaders have of their people.

Assembly Line 125

Assembly Line Trust Clients Technology 125

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.

Assembly Line 109

Assembly Line Sales Price Trust 109

Search Engine Land

MARCH 20, 2024

By adopting this approach, companies minimize information loss typically associated with rigid departmental (assembly line) structures. Instead, each team operates under a unified pod, reducing mistakes and accelerating execution.

Sports 89

Sports Assembly Line Campaign Technology 89

Martech

SEPTEMBER 9, 2022

Instead of the writer and designer working in turn as an assembly line, they’ll partner. The team has decided on what photos the photographer will shoot and the programmer will start coding towards the end of the cycle, so they have a solid plan. Suzy says to Will, “What do you need from me to start mocking up a design?”

Assembly Line 100

Assembly Line Launch Start-ups Meeting 100

Partners in Excellence

SEPTEMBER 24, 2018

The overall marketing/sales assembly line takes customers through this linear process, all oriented to moving the customer through a buying decision. Except our assembly line/linear customer engagement model doesn’t reflect how our customers buy.

Assembly Line 93

Assembly Line Sales Process Account management 93

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].

Commission 88

Commission Quota Assembly Line Sales 88

Martech

MARCH 20, 2024

By adopting this approach, companies minimize information loss typically associated with rigid departmental (assembly line) structures. Instead, each team operates under a unified pod, reducing mistakes and accelerating execution.

Sports 78

Sports Assembly Line Campaign Technology 78

Partners in Excellence

JANUARY 5, 2023

Our sequences, our assembly line techniques for herding through processed that are optimized for us will fail! Given what they now face, they need–and will demand more! But sellers will have to respond very differently than we have traditionally responded. While they may address our needs, they do nothing for the customer.

Customers 98

Customers Assembly Line Commission Manufacturing 98

Search Engine Land

JANUARY 4, 2023

From there, as you grow in both stature and resources, you continue adding specializations to master each small piece of the much larger content operation machine – like a giant factory assembly line. It would help if you also had a well-defined workflow where: The strategists work on strategy. The planners plan. The writers write.

Assembly Line 100

Assembly Line Angle Start-ups Follow-up 100

Partners in Excellence

OCTOBER 30, 2020

” “We are expanding our factory capacity and need to add a new assembly line, can we talk about your products as a potential solution?” . “We are looking to buy electronic components to use in a new consumer product we are developing. Can we take 15 minutes of your time to talk about how you might help us?”

Prospecting 106

Prospecting Customers Assembly Line Education 106

Partners in Excellence

MARCH 9, 2020

Specialization prevails as customers are moved from sales specialist to sales specialist, passing along the optimized sales assembly line. They focus on their own efficiency, automating and mechanizing as much of their work as possible.

Assembly Line 83

Assembly Line Sell High impact Up-sell 83

Partners in Excellence

MARCH 19, 2021

They are not widgets to be passed from sales specialist to sales specialist down our sales assembly line. Without this, we can’t create value with them. Understanding requires us to understand our customers as human beings. They have hopes, dreams, goals, fears. They are overwhelmed, they are confused.

Assembly Line 87

Assembly Line Drivers/motivators Technique Sell 87

Partners in Excellence

MAY 25, 2021

The customer has become almost irrelevant, instead, we have optimized roles for moving our customer through our sales assembly line. Sales specialization has moved away from helping the customer think differently about their business to maximizing our own efficiency.

Assembly Line 108

Assembly Line Account management Education Engineering 108

Partners in Excellence

NOVEMBER 2, 2022

We view the process as a transaction, moving the customer from person to person on our sales assembly lines. We don’t get to know who they are as people, we don’t understand what drives them, what they aspire to, what they fear. We don’t take the time to build relationships and trust.

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Partners in Excellence

JUNE 30, 2023

Whether it’s specialization in how we move our customers through the “sales assembly line.” We need to look at, organizationally, processes, responsibilities/accountabilities very differently if we are to engage our customers in high impact ways. We look at sales roles and how we engage our customers in outmoded ways.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Martech

JANUARY 25, 2022

The outreach we’re doing feels a little bit like an assembly line,” she said. “As The average number of touches during the buying process grew from two in 2006 to six in 2021, according to Butler. However, this leaves plenty of room for less than optimal experiences.

Assembly Line 90

Assembly Line Prospecting Contact Customers 90

InsightSquared

SEPTEMBER 20, 2018

Adopted by Japanese manufacturing companies after World War II as a way to reduce waste and create competitive advantage, kaizen evolved beyond the assembly line in manufacturing to all business processes and became the precursor to lean manufacturing. The Japanese term “Kaizen” stands for the continuous improvement of a process.

GTM 73

GTM Assembly Line Manufacturing SQL 73

Hubspot

MAY 9, 2022

The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage. There are a few org structures you can choose from, including: The Island — a model where reps are delegated specifically responsibilities and mostly operate independently.

Assembly Line 68

Assembly Line Objectives and Key Results Construction Commission 68

Partners in Excellence

MARCH 23, 2022

” Second, the script focuses on what we want to talk about, and the things we need to move the customer to the next station on our sales assembly line. .” It turns out “one size rarely fits all.” Again, people may say, “We ask people about their needs!”

Assembly Line 88

Assembly Line Meeting Quota Customers 88

Gong.io

APRIL 28, 2021

a factory assembly line). If your solution can save reps 30% of their admin time (soft savings), never equate that with a 30% reduction in employment costs (hard savings). Time savings are only highly correlated with cost savings in very particular cases, like when workers’ tasks are unified and well defined (e.g.,

Assembly Line 71

Assembly Line Manufacturing Drivers/motivators Strategize 71

Partners in Excellence

APRIL 6, 2017

But I’ve been alarmed by the rise of “assembly line” thinking, extreme specialization, and obsession with our own efficiency—to the detriment of building relationships and trust. But then, I’m a physicist/engineer by training–and somewhat of an introvert. Much of this seems to be a R 3.0

Assembly Line 55

Assembly Line SQL Trust Sales 55

Partners in Excellence

OCTOBER 13, 2021

Likewise customers are widgets in our sales assembly line. In our quest for efficiency, we treat people as replaceable widgets. If someone isn’t performing, we fire them, replacing them with someone else, and someone else. Business has always been about people, caring, meaning, and creating value.

Assembly Line 82

Assembly Line Quota Prospecting Start-ups 82

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.

Assembly Line 87

Assembly Line Account management Gaming Sell 87

Salesforce

AUGUST 20, 2021

Although many of us still think of robots on the assembly line as the typical agent of job displacement, AI has made advances in fields that many people never imagined were vulnerable to automation: Healthcare : Machine-learning algorithms can diagnose some types of cancer or perform common X-rays with better accuracy than human radiologists.

Assembly Line 98

Assembly Line Healthcare Education Technology 98

Heinz Marketing

APRIL 27, 2020

And as Adam New-Waterson smartly pointed out, if you’re trying to ship more effective cars, a bunch of random features just feels like a bunch of skateboards coming off the assembly line. Here’s a great GTM Decision Tree framework created by Brittani Dinsmore at Moz that helps with this.

Assembly Line 70

Assembly Line GTM Strategize Follow-up 70

Partners in Excellence

DECEMBER 10, 2018

” The mechanization, assembly line vision of selling–an approach that focuses on our efficiency (not effectiveness), moving customer widgets from station to station, at each stop a specialist does her specialized job, then passing the customer to the next station. This couples nicely with the previous point.

Sell 80

Sell Assembly Line Up-sell Cold Call 80

Partners in Excellence

APRIL 5, 2023

As a result, we see selling “innovation” around increasing volumes, around mechanizing (figuratively and literally) the selling assembly line, treating customers as undifferentiated widgets handled by robotic sellers. And while lean manufacturing does not promote this, the emphasis is on volume, velocity, and efficiency.

Conversion 68

Conversion Sell Manufacturing Healthcare 68

Martech

SEPTEMBER 28, 2021

The result is a cookie-cutter, assembly line style of marketing that prioritizes measurement over customer needs. Read more here. Quote of the day. B2B Marketing has become increasingly systematic driven by the over-adoption and over-reliance on technology. Chris Walker , CEO, Refine Labs.

Launch 74

Launch Assembly Line CRM Conversion 74

Salesforce

JULY 28, 2022

Any disruption to an assembly line or a delivery fleet can bring operations to a standstill, putting pressure on manufacturers to fix the issue as soon as possible. These days, the repair side of that dilemma is gaining favor amid shrinking budgets and supply chain delays.

Original Equipment Manufacturer 52

Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

Partners in Excellence

MARCH 24, 2021

Looks like Don is just another widget on their sales assembly line. Clearly, they “value” developing a relationship with Don. Ben] is kicking it to [Carl] and if Don is accepted, the next contact will be kicked to yet a third person.

Assembly Line 62

Assembly Line Objection handling Appointment Prospecting 62

Partners in Excellence

MARCH 31, 2017

The SDR passes the customer to a BDR who passes the customer to an AM (Account Manager), who engages a Demoer, than a Product Line specialist. The customers move down our optimized assembly lines, with each sales person doing their job, maximizing the efficiency of our organization. And they are emotional.

Assembly Line 58

Assembly Line Manufacturing Account management B2B 58

Partners in Excellence

DECEMBER 17, 2018

If we structure our engagement process to be more transactional, the assembly line process becomes very attractive. But one AI vendor has the data supporting this. You just do one for 9.1 minutes and you win. If it stretches to 11.4, you lose.).

Assembly Line 88

Assembly Line Pitch Sales Growth 88

Partners in Excellence

AUGUST 29, 2016

It almost seems that we have an assembly line that we pass our customers along—we try to attract attention, building a relationship through our digital presence–web sites, blogs, other materials. Instead, we focus on our efficiency in handling the customer.

Assembly Line 48

Assembly Line Customers Trust CRM 48