Partners in Excellence
JUNE 12, 2023
So much of what our focus in “modern selling,” seems to be the adaptation of Lean Manufacturing techniques into selling. We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. It, also, means that we fail to meet a customer commitment.
Partners in Excellence
MAY 25, 2024
If we look at the “founders” of the SaaS concept, it was innovators adapting and assembling bits and pieces of other business models to create a new approach. But that model is no longer serving customers or SaaS companies well, so we need to innovate. The most misunderstood is the concept of “Predictable Revenue.”
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Partners in Excellence
MAY 26, 2021
When we look at our Go To Customer strategies, we make them more complicated than we need to. Our demand gen, marketing, sales organizational design, sales processes, customer experience—all of it are generally designed around us. And then we “Go To Customer.” ” We inflict our strategy on the customer.
Partners in Excellence
MAY 23, 2024
Since the target customers, initially, for these tools were individuals and small teams, the methods others had used in consumer product selling were adapted. Since the investment was small, the risk to the customer was small, just like in consumer products. When customers said tell me more, the sales process was usually pretty short.
Partners in Excellence
APRIL 12, 2023
What we fail to recognize in all these conversations is our customers are quietly changing how they buy faster than we are changing how we sell. And customers have quickly recognized these and adapted, not responding to our clever outreaches, multichannel, multitouch. As a result, sellers are playing a losing game of catch up.
Partners in Excellence
DECEMBER 20, 2020
This assembly line process starts with a widget (let’s call them customers), being passed from person to person down the line until they come out closed or on the reject (loss) pile. Ironically, customer buying journeys are designed around effectiveness–solving their problem, not necessarily efficiency.
Partners in Excellence
JANUARY 5, 2023
In announcing reductions at Salesforce yesterday, Marc Benioff was quoted, saying customers “are taking a more measured approach to their purchasing decisions.” Customers have, for months, been: Much more selective about what projects they move forward with. Customers will be crying for help!
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