Partners in Excellence

SEPTEMBER 29, 2023

Do you genuinely care about your customers? ” Crickets…… I realize, they don’t understand what the customer is trying to achieve, what it means to them, why it’s important. Or I ask something, innocently, of sellers, “How is your customer measured? Those assembly lines are failing!

Assembly Line 102

Assembly Line Trust Up-sell Start-ups 102

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. There were however, some limitations to this.

Manufacturing 68

Manufacturing Assembly Line Technique Quota 68

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

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

Proactively thinking through how and why your sales organization is set up a certain way ensures that you are not only making strategic hiring decisions but that you’re putting your reps in position to thrive. Sales organization structure is important as it sets sellers up for success. The Assembly Line.

Assembly Line 72

Assembly Line Territory Strategize Education 72

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

Partners in Excellence

MARCH 9, 2020

We map the buying process, ending up with something that resembles Gartner’s famous “spaghetti” charts. Ironically, while buying is getting more personal–more about people relating to people, selling seems to be, increasingly, less so. Relationships were fundamental to sales and selling in distant times.

Assembly Line 84

Assembly Line Sell High impact Up-sell 84

Sales Hacker

FEBRUARY 1, 2022

We’re also brought to you by Vidyard — the best way to sell in a virtual world, whether you need to connect with more leads, qualify more opportunities, or close more deals. Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Welcome to the Sales Hacker podcast.

Commission 90

Commission Quota Assembly Line Sales 90

Partners in Excellence

NOVEMBER 2, 2022

The struggles have less to do with choosing what to buy, yet sellers tend to focus on what they are selling. We view the process as a transaction, moving the customer from person to person on our sales assembly lines. 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

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

APRIL 5, 2023

I just listened to an outstanding webcast on the future of selling, conducted by four close friends. I am a student of their work, they are among the smartest thinkers about selling I’ve ever met. It seemed, unconsciously, the conversation around selling gravitates to SaaS selling.

Conversion 68

Conversion Sell Manufacturing Healthcare 68

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

ClickFunnels

JUNE 18, 2021

Middle of the sales funnel (MoFu): Potential customers. Bottom of the sales funnel (BoFu): New and existing customers. Our co-founder, Russel Brunson, has developed a sales funnel model called The Value Ladder, which we believe is the most effective way to sell online. He ended up making $203,736 that year.

Minimum Viable Product 229

Minimum Viable Product Assembly Line Niche Sales 229

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.). Why do customers not respond to our outreach?

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Assembly Line Quota Pitch Meeting 69

Partners in Excellence

APRIL 18, 2017

The focus in much of our discussions on selling is about us–sales people. 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.

Assembly Line 53

Assembly Line Sell Customers Up-sell 53

Partners in Excellence

OCTOBER 13, 2021

Prospecting results are fixed, so the only we we get more prospects is to up the volume and frequency with which we prospect. And, while I will contradict my opening premises, too much of the time, in seeking “predictable revenue,” we treat every aspect of selling as laws etched in granite.

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

Partners in Excellence

DECEMBER 10, 2018

At the end, Brent Adamson pulled me to the side asking, “Dave, you seem to have a pretty dark outlook about selling, what’s up?” Am I contributing to it’s improvement and the ability of sales to contribute to our customers and the companies we sell for?” The mindless focus on volume/velocity.

Sell 80

Sell Assembly Line Up-sell Cold Call 80

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

Hubspot

MAY 9, 2022

An effective team is rarely some undefined, "everyone for themself" chaos pit where reps are left up to their own devices when trying to collaborate. The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage. Celebrate individual and team wins.

Assembly Line 73

Assembly Line Objectives and Key Results Construction Commission 73

Martech

FEBRUARY 1, 2022

Back in July, I packed up my house and moved everything to my new place. Moving is always a slog, but I’ve done it so often that I can do it on autopilot: Throw this out, pack that, sell what’s too good to pitch but not needed in the new place. Develop a custom migration plan. Develop a custom migration plan.

Service 95

Service Assembly Line Cross-sell Follow-up 95

Partners in Excellence

NOVEMBER 8, 2019

But the past couple of weeks, I’ve been in a bit of a dark place on the “state of selling.” This trend is, unfortunately, doing exactly the opposite of what our customers need and what enables us to create the greatest value with them. ” It’s done to reduce the cost of selling.

Assembly Line 77

Assembly Line Trust Consult Up-sell 77

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.

Assembly Line 58

Assembly Line Manufacturing Account management B2B 58

G2

NOVEMBER 20, 2023

To amp up a brand, many manufacturers and dealers have started to capitalize on modern technology like automotive marketing software. These tools help dealers market their services, hyping up the excitement surrounding their brand. People in the car industry work in making, selling, designing, and engineering.

Manufacturing 52

Manufacturing E-commerce Transportation Electricity 52

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.

Sell 92

Sell Objection handling Assembly Line Territory 92

Gong.io

SEPTEMBER 29, 2022

If you’ve ever used a smart assistant on your phone to ask a question, a chatbot to check up on an order, or social media to browse your feed, you’ve benefited from AI. But they’re not stopping there; they’re also leveraging sales AI to boost their bottom line. And at the end of the day, you’re selling to a person.

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Cross-sell Assembly Line Sales Follow-up 62

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

NOVEMBER 18, 2022

The assembly line. Of course, you can always choose to scale up over time, but in today’s ultra-competitive world, that can be a huge mistake. You’ll need to create a sense of: Who your customer base is. Products, services and processes that address customer needs. Others include: The automobile.

Assembly Line 112

Assembly Line Launch Real Estate Electricity 112

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. 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. The Island.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Sales Hacker

MARCH 17, 2021

Getting past the first stage of revenue growth and building an initial customer base is the easy part, but what happens when you hit a revenue plateau and can’t seem to take that next step? In a traditional business framework, marketing, sales, and customer success are siloed. 5 revenue growth mistakes second-stage startups make.

Growth 94

Growth Assembly Line Cross-sell Engineering 94

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.

Sell 67

Sell Assembly Line Manufacturing Up-sell 67

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. One way to get there is through something called "competitive benchmarking" — the process of looking externally to see how your business stacks up against your competitors and industry standards. United Airlines.

Manufacturing 61

Manufacturing Assembly Line User Experience Gaming 61

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. But something has changed in selling. Engagement with customers is plummeting.

Assembly Line 63

Assembly Line Quota Sales Construction 63

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. Which begs the question, what sales tasks should be automated so you can save time and focus on selling? Automation is one way you can allocate more time for core-selling activities.

Assembly Line 52

Assembly Line Sales Appointment Up-sell 52

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?

Process 76

Process Assembly Line UX Drivers/motivators 76

Highspot

NOVEMBER 1, 2022

Using the tested tips below, you can assess your approach to sales — and ensure your team is set up for success. Together, these elements determine whether your reps have the training, context, and guidance they need to successfully engage customers and reach sales revenue goals. What makes a successful sales team.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

PandaDoc

OCTOBER 14, 2020

It serves to free up time and remove barriers that lead to more efficient and higher-quality work. It sets the business up for its next venture, it helps pinpoint the exact business partners you should be working with, and if done correctly, can help to minimize problems further down the road. So how do you free up their time?

Process 139

Process Teamwork Assembly Line Transportation 139