Partners in Excellence

JANUARY 29, 2023

Customers have become depersonalized widgets that we move along our selling assembly lines. Now, we can leverage those wasted commute hours, now we can schedule meetings at any time of the day. For years, I’ve been writing about the mechanization of selling. Our people have become replaceable widgets as well.

Assembly Line 129

Assembly Line Trust Clients Technology 129

Martech

SEPTEMBER 9, 2022

If you’re using this framework and are working in defined cycles, as soon as the customer story is pulled into the cycle during Cycle Planning and the team talks about the work, partnering can happen. Instead of the writer and designer working in turn as an assembly line, they’ll partner.

Assembly Line 103

Assembly Line Launch Start-ups Meeting 103

Search Engine Land

MARCH 20, 2024

Customer-centric focus: Understanding and meeting consumer needs is paramount for position-less marketers who craft personalized messaging that resonates across various touchpoints. Meeting these needs requires marketers to be flexible and adaptable, capable of quickly responding to changing consumer behavior and market trends.

Sports 89

Sports Assembly Line Campaign Technology 89

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.

Assembly Line 49

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.

Assembly Line 72

Assembly Line Territory Strategize Education 72

Partners in Excellence

MARCH 23, 2022

Again, one never had to do this, we knew “calls” included virtually every interchange with the customer–a meeting, a conversation whether virtually by or by the phone. First, they are rarely customized to the victim we on who we inflict the outreach. If we aren’t we and the customer will fail.

Assembly Line 91

Assembly Line Meeting Quota Customers 91

Sales Hacker

FEBRUARY 1, 2022

Outreach enables accurate sales forecasting, replaces manual processes with real-time guidance, and unlocks actionable customer intelligence to help you win more often. The second aspect of the predictive revenue model is the sales assembly line or seller specialization or sales handoffs , primarily the AE/CSM split.

Commission 90

Commission Quota Assembly Line Sales 90

Martech

MARCH 20, 2024

Customer-centric focus: Understanding and meeting consumer needs is paramount for position-less marketers who craft personalized messaging that resonates across various touchpoints. Meeting these needs requires marketers to be flexible and adaptable, capable of quickly responding to changing consumer behavior and market trends.

Sports 78

Sports Assembly Line Campaign Technology 78

Partners in Excellence

FEBRUARY 15, 2021

Each of our customers’ strategies, goals, priorities, culture, and values are different. Our goal is less to learn, but rather schedule the next meeting. We have the follow on meeting. Why do customers not respond to our outreach? Why does research show that customers don’t like their buying experiences?

Assembly Line 69

Assembly Line Quota Pitch Meeting 69

Partners in Excellence

NOVEMBER 2, 2022

We view the process as a transaction, moving the customer from person to person on our sales assembly lines. We automate our engagement processes focusing more on our efficiency, than building confidence with the customer. We focus on our success, failing to empathize with the customer and showing that we care.

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Hubspot

MAY 9, 2022

The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage. Make sure you have a clearly defined commission structure in place — and familiarize your team with what they can expect to see if they meet or exceed quota. Celebrate individual and team wins.

Assembly Line 73

Assembly Line Objectives and Key Results Construction Commission 73

Partners in Excellence

OCTOBER 13, 2021

Or, if we aren’t meeting our goals, targets, quotas. Likewise customers are widgets in our sales assembly line. Look At Our Dashboards" Is Your Customer Prepared For This Meeting? We would challenge ourselves and our people about what we could do better or differently to increase the win rate.

Assembly Line 85

Assembly Line Quota Prospecting Start-ups 85

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.

Assembly Line 71

Assembly Line Manufacturing Drivers/motivators Strategize 71

Heinz Marketing

APRIL 27, 2020

And as Adam New-Waterson smartly pointed out, if you’re trying to ship more effective cars, a bunch of random features just feels like a bunch of skateboards coming off the assembly line. It’s an informal but highly engaging drop-in interactive Zoom meeting Fridays at 8:00 am Eastern and another at 8:00 am Pacific.

Assembly Line 78

Assembly Line GTM Strategize Follow-up 78

Highspot

FEBRUARY 22, 2024

Sales and Operations Planning (S&OP) is a cross-department process that helps ensure companies have the right amount of products to satisfy customers without extra stock piling up. Operations planning process: Ensure resources, such as raw materials and manufacturing capacity, are available to meet projected customer demand.

Manufacturing 52

Manufacturing Finance Objectives and Key Results Sales 52

Martech

SEPTEMBER 28, 2021

NYC & Co is now able to supply near real-time data about what visitors to the city do throughout their trip, providing its trade members with the ability to meet people where they are with the right messages. The result is a cookie-cutter, assembly line style of marketing that prioritizes measurement over customer needs.

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Launch Assembly Line CRM Conversion 79

Partners in Excellence

APRIL 6, 2017

I believe that selling is a disciplined process, that we can “engineer” those processes to increase our impact, customer engagement, and our effectiveness. For the moment, let’s put those pesky customers to the side and think about ourselves. Much of this seems to be a R 3.0 approach to Predictable Revenue.

Assembly Line 56

Assembly Line SQL Trust Sales 56

Lead Fuze

DECEMBER 31, 2021

Size of customers. The Assembly Line. In the assembly line model, leads are handed off between specialized teams to make sure that they move through all of the stages in a sales cycle. Risk of poor customer experience due to many handoffs.Additional costs from specialization. Product/service line.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Sales Hacker

JULY 12, 2021

For years, the work of many revenue operations (RevOps) teams have largely been determined by immediate customer needs. As sales, marketing, and customer success teams work more closely together, RevOps has the opportunity to foster a future-focused atmosphere that encourages proactive problem solving.

Objectives and Key Results 84

Objectives and Key Results Assembly Line Contract Represent 84

Salesforce

AUGUST 20, 2021

Although many of us still think of robots on the assembly line as the typical agent of job displacement, AI has made advances in fields that many people never imagined were vulnerable to automation: Healthcare : Machine-learning algorithms can diagnose some types of cancer or perform common X-rays with better accuracy than human radiologists.

Assembly Line 98

Assembly Line Healthcare Education Technology 98

Martech

FEBRUARY 1, 2022

Develop a custom migration plan. Your customers’ buying motivations, your brand equity, your email program’s cadence, content, treatment, segmentation and messaging complexity – they all make your business unique. You’re replicating your operations, but you also can improve them.

Service 95

Service Assembly Line Cross-sell Follow-up 95

Partners in Excellence

NOVEMBER 8, 2019

This trend is, unfortunately, doing exactly the opposite of what our customers need and what enables us to create the greatest value with them. These are about the only things that customers value in their interaction with sales people. These are the things that only a sales person can do.

Assembly Line 77

Assembly Line Trust Consult Up-sell 77

Sales Hacker

MARCH 3, 2021

Isn’t it ultra-satisfying to watch a perfectly automated factory assembly line? That’s how your customer experience should be. Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. See how smooth things are? There’s no friction whatsoever.

Process 76

Process Assembly Line UX Drivers/motivators 76

Outreach

DECEMBER 26, 2018

Read his inaugural blog post - the first in a 3-part series - for new skills that will help you become better on the phone with customers or prospects, presenting ideas, or even interacting with others in the workplace. How I Built an SDR Assembly Line with Outreach and Doubled my Team’s Output.

Cold Call 77

Cold Call Assembly Line Sales Follow-up 77

Sales Hacker

AUGUST 9, 2019

For example, Business Development in a SaaS scaleup usually involves a lot of cold outreach to potential customers. In a big, multinational company, on the other hand, Business Development may do market analysis for new-market entry or a new line of products. . BDRs and SDRs work in different stages of the customer journey.

Assembly Line 87

Assembly Line Pipeline Sales Closing 87

SalesLoft

AUGUST 2, 2018

It could be an image of tiny robots completing sales tasks along an assembly line, or a computer spewing out countless emails day and night. Saving small chunks of time on sales tasks frees up more time for you to prospect and meet with customers. Scheduling Meetings. Taking Meeting Notes. Phone Dialing.

Assembly Line 52

Assembly Line Sales Appointment Up-sell 52

Sales Hacker

AUGUST 12, 2020

If you do it wrong, you alienate your customers. This is the downside of the modern Sales Assembly Line — both buyer and seller feeling like a cog in the wheel. This seemed space age to me, so I called her desk line using DiscoverOrg and got her message machine. Obsesses over your ICP (ideal customer profile).

Assembly Line 109

Assembly Line Intrinsic Prospecting Pitch 109

Highspot

NOVEMBER 1, 2022

Sales performance is affected by your enablement efforts, such as sales training or content management; sales productivity; your customer experience; your cross-functional alignment across sales and marketing team members; and your company culture. What Makes a Sales Team Successful. Invest in sales enablement. Refresh your sales strategy.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Partners in Excellence

FEBRUARY 1, 2017

It’s somewhat ironic, many sales people love the job because of the freedom, the challenge of figuring things out, the creativity of engaging customers to help them recognize and solve their problems, and the rush of winning deals. Engagement with customers is plummeting. But something has changed in selling.

Assembly Line 63

Assembly Line Quota Sales Construction 63

Search Engine Land

OCTOBER 13, 2023

Marketing is just often seen as a cost center since we’re not directly bringing in revenue like sales or customer success,” Marcotullio said. Many organizations have turned their content operations into an assembly line, pumping out predictable, stable and utterly uninspired algorithm-pleasing content. Yes, tensions run high.

Finance 114

Finance Objectives and Key Results Assembly Line Trust 114

Highspot

MARCH 30, 2021

Sales performance is affected by your enablement efforts, such as sales training or content management; your customer experience; your cross-functional alignment; and your company culture. Together, these elements determine whether your reps have the training, context, and guidance they need to successfully engage customers.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

Hubspot

JANUARY 31, 2018

My blog articles live forever, so while old-line salespeople are cold calling, my content is converting like an assembly line in a factory. Meeting in person was not only expensive, it was also a huge pain. In-person meetings are the most inefficient process imaginable. It’s about solving for the customer.

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Cold Call Assembly Line Inside sales Sales 101

Partners in Excellence

MAY 15, 2017

It does this through providing innovative products/services that it’s customers want to buy. Likewise, manufacturing has certain goal, it has to build quality products, meeting cost, delivery, and a number of other criteria. A business exists to achieve goals. Sales is no different. Yes, too often, goals are mis-set.

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Quota Manufacturing Assembly Line Sales 54

PandaDoc

OCTOBER 14, 2020

Like you, they all have stresses and deadlines to meet. For the former, they are trying to improve their reputation with social proofing, and the latter, well they are trying to gather more customers. More and more, assembly lines are manned by robotic, not human, hands. Sadly, it’s not always that easy.

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Process Teamwork Assembly Line Transportation 139

Lead Fuze

JANUARY 2, 2024

Ever felt like you’re in a never-ending game of hide and seek with potential customers? Sure, the mechanics behind it might seem as intricate as clockwork—but don’t worry; we’ll break down how simple gears and sprockets turn strangers into paying customers. Ready to dive in?

Lead generation 52

Lead generation A/B testing Cold Call Technique 52

Spiro Technologies

JANUARY 18, 2023

There’s medical applications, there’s industrial applications, and so we have customers in a wide range of fields that rely on our machines every day. We have machines that are entry-level machines where customers transition from one type of packaging to our type of packaging. How big are they? Is that the kind of output?

Manufacturing 52

Manufacturing Assembly Line Up-sell Engineering 52

SBI

JULY 9, 2013

Ford had 3 principles for eliminating waste in the assembly process: 1) Place the tools and the men in the sequence of the operation so that each component part shall travel the least possible distance while in the process of finishing. The longer the opportunity is on the production line, the closer it gets to the end of the line.

Assembly Line 54

Assembly Line Product Manufacturing Transportation 54