Partners in Excellence

JUNE 6, 2017

As I mentioned in my prior post , there are a lot of people promoting the application of Lean Manufacturing principles in sales. If you haven’t read the first post, What We Can Learn From Lean Manufacturing , be sure to read this. Both our people and customer get confused with these constant shifts.

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Manufacturing Assembly Line Sales Process 60

Spiro Technologies

OCTOBER 5, 2022

Adam Honig: Hello and welcome to Make It, Move It, Sell It. On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products. Well, I’m super curious – is that level of precision in terms of timing important for other customers? Transcript.

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Manufacturing Sell Electricity Construction 59

Partners in Excellence

NOVEMBER 27, 2018

And we have the convergence of information overwhelm, increased sources of distraction, accelerating change, and skyrocketing complexity–in our customers markets, in their own organizations, with competition/partners, and within our own organization. At the same time, sales performance continues to stagnate or even decline.

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Sell Objection handling Assembly Line Territory 92

Partners in Excellence

DECEMBER 21, 2017

We seem to be approaching or passing the tipping point where leading sales practitioners view successful selling as a disciplined, focused, engineered approach to engaging and creating value for customers. Stated differently, moving more toward selling as a science. We learn these things when we really understand science.

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Sell Assembly Line Manufacturing Up-sell 67

Partners in Excellence

NOVEMBER 27, 2017

It’s become common “wisdom” that we have to align align our sales process with our customers’ buying processes. I suppose it’s easy to want to believe customers have buying processes. But if we look at complex B2B buying, do customers really have a buying process?

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Process Customers Assembly Line Manufacturing 54

Gong.io

APRIL 28, 2021

How on earth can that be a bad idea, when all customers care about is ROI? Picture this: You’re a software sales rep and you gave a stellar demo to your customer’s CFO. In other words, for every dollar your customer spends, they get 40 dollars in return. You need to tailor your message to your customer’s strategic priorities.

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Assembly Line Manufacturing Drivers/motivators Strategize 71

Spiro Technologies

OCTOBER 20, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, selling products, and of course, having fun along the way. And what that basically means is for distribution centers and other areas like manufacturing, they use voice-enabled workflow technology to help them be more productive.

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Sell Manufacturing Assembly Line Technology 52

Partners in Excellence

MARCH 22, 2017

I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. The speaker was clearly smart and had been very successful in selling, perhaps there was something I misunderstood. A terrific strategy for driving product line growth.

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Territory Sell Assembly Line Manufacturing 48

Partners in Excellence

MARCH 31, 2017

We design our organizations to be lean mean selling machines. Prospectors prospect, account managers account manage, product line specialists are expert in their product lines, and on and on… Each role is precisely defined, we have the metrics to by which we constantly measure performance. And it works… for a while.

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Assembly Line Manufacturing Account management B2B 58

Hubspot

OCTOBER 18, 2021

Maybe you took a mental note on which player had the most properties, or who had the best buying and selling strategy. The first step is to determine the key performance indicators (KPIs) you want to track and measure — that could be anything from inventory turnover to customer retention to average sales cycle length. United Airlines.

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Manufacturing Assembly Line User Experience Gaming 61

Martech

NOVEMBER 18, 2022

The assembly line. Be prepared for a full rollout and have manufacturing facilities, distributors, suppliers and other partners in place well before your go-live date. You’ll need to create a sense of: Who your customer base is. Products, services and processes that address customer needs. The airplane.

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Assembly Line Launch Real Estate Electricity 115

Spiro Technologies

JANUARY 18, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Instead, today we’re talking with Steve Kingeter, the CEO of VC999, probably the best manufacturer of vacuum packaging machines in the world. Transcript.

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Manufacturing Assembly Line Up-sell Engineering 52

Partners in Excellence

DECEMBER 20, 2020

Amy Volas wrote, “Is Sales Over-segmented,” Bob Apollo wrote, “Has role specialisation in B2B selling gone too far?” Much of their discussion has to do with the current mechanization of selling that’s become popular in the SDR/AE approach to selling. Likewise, selling is more complex.

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Assembly Line Manufacturing Sales Up-sell 141

Partners in Excellence

DECEMBER 4, 2016

I believe selling is a set of disciplined processes, many of which can be “engineered” to optimize our ability to engage the right customers/prospects, with the right conversations, at the right time. Even to the point that some commoditized or repeat buys are completely automated on the customer and supplier sides.

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Assembly Line Customers Manufacturing Objectives and Key Results 49

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Prepares sellers for customer engagements via training and onboarding activities. The Assembly Line.

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Assembly Line Territory Strategize Education 72

G2

NOVEMBER 20, 2023

The overall trends say a lot about what the majority of drivers are asking for, and the manufacturers deliver accordingly. To amp up a brand, many manufacturers and dealers have started to capitalize on modern technology like automotive marketing software. In 2023, the US car manufacturing market was worth $104.1

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Manufacturing E-commerce Transportation Electricity 52