Partners in Excellence
MARCH 12, 2024
Rather, it requires process, structure, discipline and collaboration with customers to help them improve their business outcomes. I was fortunate to have a great mentor who embraced the notion that sales is work, and all work is a process. .” Another thing struck me: “And I love what professional selling is not.
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. Too many organizations seem so focused on their own efficiency, mechanizing our process, and transactionalizing our engagement strategies. We are creating massive sales assembly lines optimizing the order taking process.
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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?”
InsightSquared
SEPTEMBER 20, 2018
The Japanese term “Kaizen” stands for the continuous improvement of a process. 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.
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. Automating this process is a win for sellers and customers.
Partners in Excellence
DECEMBER 5, 2019
Pundits, consultant, vendors of Sales/Marketing automation tools will offer endless insight and advice on how to beat your goals, how to be successful, how to have a fast start for the New Year. Until we help the customer successfully navigate their buying process, we can’t be successful, we can’t get the PO.
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. Apply to book a call with me here.
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