Partners in Excellence
MARCH 12, 2024
I am a firm believer in following a documented sales process, but at the same time realizing it’s not a prescribed robotic assembly line type of process that works the same way every time. I was fortunate to have a great mentor who embraced the notion that sales is work, and all work is a process.
Partners in Excellence
NOVEMBER 5, 2021
In complex B2B buying, it’s popular to talk about being consultative and/or creating value with our customers. We are creating massive sales assembly lines optimizing the order taking process. We talk about sales people as problem solvers, working with our customers to identify and help solve their problems.
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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?”
Partners in Excellence
NOVEMBER 27, 2018
Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).
Partners in Excellence
MARCH 24, 2021
A close friend–a consultant who is one of the best sales experts I’ve met forwarded me a prospecting letter he received. Looks like Don is just another widget on their sales assembly line. There is nothing good about the approach. In fact, it reeks of arrogance and condescension.
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.
Partners in Excellence
NOVEMBER 8, 2019
Sadly, too many sales executives, too many clueless corporate executives; all supported by vendors and consultants trying to sell them something are in a mad rush in exactly the opposite direction. Their goal is to instrument and design every word that comes out of the mouths of their people. To define every action, their sales people take.
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