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.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
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?”
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.
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. OEM and aftermarket parts typically require less consulting and are always in demand.
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.
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.
Expert insights. Personalized for you.
122 
Let's personalize your content