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!

Customers 102

Customers Assembly Line Commission Manufacturing 102

Search Engine Land

DECEMBER 20, 2023

Customer data platform (CDP) vendors also help marketers craft personalized messages. Enhanced collaboration Planning a marketing campaign often involves an assembly line that takes ideas from concept to reality and then introduces them to the market across various channels. But the easier tools are to use the better.

Campaign 101

Campaign Assembly Line Launch Government 101

Partners in Excellence

OCTOBER 30, 2020

It’s customers prospecting–looking for solutions to their problems. ” “We are expanding our factory capacity and need to add a new assembly line, can we talk about your products as a potential solution?” But customers have an analog to what we do in prospecting. Customers do prospect.

Prospecting 106

Prospecting Customers Assembly Line Education 106

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. Certainly, procurement has processes they follow in their buying activities.

Process 53

Process Customers Assembly Line Manufacturing 53

Partners in Excellence

JUNE 12, 2023

We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. If, somehow, in the manufacturing process, an error is made, we create “scrap.” It, also, means that we fail to meet a customer commitment.

Manufacturing 68

Manufacturing Assembly Line Technique Quota 68

Martech

DECEMBER 19, 2023

Vendors in the customer data platform (CDP) space also help marketers craft personalized messages. Campaign management tools that establish deadlines and responsibilities ensure the assembly line keeps moving. Customer support and service Even with training, your team is likely to hit some snags along the way.

Campaign 80

Campaign Assembly Line Launch Government 80

Partners in Excellence

AUGUST 31, 2023

” Too many view customers and prospects as objects we have to overcome or as the objects that stand in the way of our ability to achieve our goals. I used to joke, “Selling would be great if it weren’t for those damn customers!” For the past 15 years, we have had such a focus on mechanizing the process.

Sell 121

Sell Assembly Line Growth Prospecting 121

PandaDoc

OCTOBER 14, 2020

The Request For Proposal (RFP) process is broken, flawed, and disorganized. When you’re down in the weeds, entangled in the messy process, it can be hard to figure out how to make improvements. If you were to time your RFP creation process, how much time gets sunk into each one? Luckily, technology is our saving grace.

Process 139

Process Teamwork Assembly Line Transportation 139

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 talk about sales people as problem solvers, working with our customers to identify and help solve their problems. We are creating massive sales assembly lines optimizing the order taking process.

Assembly Line 112

Assembly Line Sales Price Trust 112

Partners in Excellence

OCTOBER 15, 2021

We redesign knowledge work, emulating the principles of the industrial assembly lines of the past. We chop up work, creating assembly lines where knowledge workers focus on perhaps the functional equivalent of tightening a bolt. them passing the work to the next person in the knowledge worker assembly line.

Assembly Line 73

Assembly Line Manufacturing Government Up-sell 73

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. What is the handoff process?

Process 76

Process Assembly Line UX Drivers/motivators 76

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

Partners in Excellence

SEPTEMBER 24, 2018

We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. The overall marketing/sales assembly line takes customers through this linear process, all oriented to moving the customer through a buying decision.

Assembly Line 94

Assembly Line Sales Process Account management 94

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

Martech

JANUARY 25, 2022

“Today, marketing is no longer about grabbing attention, but about creating real connections, building that emotional resonance, and spurring action throughout the customer journey,” said Nina Butler, Director of Event Experience at Alyce, in her presentation at our MarTech conference. Deliver “interest” events to customers.

Assembly Line 94

Assembly Line Prospecting Contact Customers 94

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. By automating these processes, marketers can focus on strategic decision-making and creative tasks rather than being tied down by specific job functions.

Sports 89

Sports Assembly Line Campaign Technology 89

Partners in Excellence

AUGUST 29, 2016

There are all sorts of phrases like, “people buy from people,” which ascribe the importance of building relationships with our customers. Yet, it seems that too much of how we actually manage the customer engagement life cycle seems to ignore the importance of developing relationships with our customers.

Assembly Line 49

Assembly Line Customers Trust CRM 49

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. First, I need to define what a “call” is.

Assembly Line 91

Assembly Line Meeting Quota Customers 91

Partners in Excellence

MAY 25, 2021

I focused on understanding my customer, identifying opportunities to grow, and building our value with the customers. While I had good knowledge of the customer and good knowledge of our core products, I wouldn’t have been successful without the help of specialists.

Assembly Line 112

Assembly Line Account management Education Sell 112

Partners in Excellence

NOVEMBER 2, 2022

We know they struggle to make sense of the conflicting information that deluges them through their buying process. While B2B buying is a group consensus process, the struggles buyers have are, more often, individual and personal. 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

Partners in Excellence

MARCH 9, 2020

The buying process is messy, a characteristic of intensely human interaction. We map the buying process, ending up with something that resembles Gartner’s famous “spaghetti” charts. Buying can be confusing–both in managing the internal buying process, but in, also, in assessing the alternative solutions.

Assembly Line 84

Assembly Line Sell High impact Up-sell 84

Partners in Excellence

JUNE 30, 2023

”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.” How our customers buy is changing faster than we are adapting to respond to them. We look at sales roles and how we engage our customers in outmoded ways.

Assembly Line 62

Assembly Line High impact Quota Technique 62

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. By automating these processes, marketers can focus on strategic decision-making and creative tasks rather than being tied down by specific job functions.

Sports 78

Sports Assembly Line Campaign Technology 78

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

Partners in Excellence

FEBRUARY 15, 2021

Each of our customers’ strategies, goals, priorities, culture, and values are different. We take them through the same standard “handling” as we engage them and move them through our selling process (forget they have their own buying processes and they struggle with it.). Selling is a human process.

Assembly Line 69

Assembly Line Quota Pitch Meeting 69

Partners in Excellence

APRIL 18, 2017

We have highly focused roles, each role focuses on it’s job in the sales process, once complete, the widget–I mean customer, is passed to the next function, then the next, then the next… on down the sales assembly line. Ironically, customers are the sole reason for sales people to exist!

Assembly Line 53

Assembly Line Sell Customers Up-sell 53

Search Engine Land

JANUARY 4, 2023

Avoid doing the hard work of learning how to systemize and build processes and delegate effectively. From there, as you grow in both stature and resources, you continue adding specializations to master each small piece of the much larger content operation machine – like a giant factory assembly line. All of them. See terms.

Assembly Line 100

Assembly Line Angle Start-ups Follow-up 100

Hubspot

MAY 9, 2022

That starts with you being involved and thoughtful in the hiring process. The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage. And when that happens, make sure you help guide them through those processes without doing their jobs for them.

Assembly Line 73

Assembly Line Objectives and Key Results Construction Commission 73

ClickFunnels

JUNE 18, 2021

Middle of the sales funnel (MoFu): Potential customers. Bottom of the sales funnel (BoFu): New and existing customers. You offer the potential customer a freebie known as a lead magnet in exchange for their email address. You offer the potential customer your least expensive and least valuable product. Create SEO Content.

Minimum Viable Product 229

Minimum Viable Product Assembly Line Niche Sales 229

Partners in Excellence

SEPTEMBER 9, 2018

Their approach is to exploit the “relationship,” but not the value they create in helping the customer achieve their goals. Neither of those extremes is about relationships, neither of these extremes understands the importance of relationships with our customers. Andy poses that relationships are about “connection.”

Assembly Line 88

Assembly Line Account management Gaming Sell 88

Martech

NOVEMBER 18, 2022

The assembly line. It’s also the process behind what makes it happen. The same applies to touchscreen technology and many other processes and products that came together to allow something new to exist. Attempting to rush the process usually backfires, as well. Processing. The airplane. Get MarTech!

Assembly Line 112

Assembly Line Launch Real Estate Electricity 112

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.

GTM 73

GTM Assembly Line Manufacturing SQL 73

Partners in Excellence

OCTOBER 13, 2021

They recognize the real value in the organization has nothing to do with what they sell, or the tools, programs, processes, and so forth. Likewise customers are widgets in our sales assembly line. Look At Our Dashboards" Is Your Customer Prepared For This Meeting? The post The Problem With The Data….

Assembly Line 85

Assembly Line Quota Prospecting Start-ups 85

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. I believe in sharp, rigorous execution of those processes in driving sales effectiveness and performance.

Assembly Line 56

Assembly Line SQL Trust Sales 56

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. When managed with connected commerce , this channel is a reliable way to increase your bottom line and improve cost margins. Let automation do the thinking.

Original Equipment Manufacturer 52

Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

Partners in Excellence

MARCH 31, 2017

Each step of our sales process is optimized to maximize the results our sales people get. We recognize different skills and capabilities are needed in different stages of the sales process. We start feeding customers through our process, moving them from person to person. ” But we persist, as do our customers.

Assembly Line 58

Assembly Line Manufacturing Account management B2B 58

Partners in Excellence

DECEMBER 5, 2019

Already, I’m seeing articles on, “Do these 5 things… The 10 critical success factors… These technologies are critical to customer engagement in 2020…” I’m no different, I’m jumping into the fray with the secrets to sales success in 2020. Everything we do is focused on us and our processes.

Assembly Line 68

Assembly Line Territory High impact Technology 68