Partners in Excellence

APRIL 12, 2023

But we seem to miss out on the fact that our buyers have discovered the same tools and are using them to help them in their buying process. Sellers have, blindly, applied “manufacturing” technique to managing their selling process. Now we have 72% of buyers preferring a “rep-free” buying process.

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Assembly Line Customers Tradeshows Manufacturing 93

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.

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Assembly Line Manufacturing Government Up-sell 73

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. And they are emotional. They need to be reassured.

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Assembly Line Manufacturing Account management B2B 58

Partners in Excellence

DECEMBER 21, 2017

.” But, as with many swings of the pendulum, I worry that the implementation of selling as a science often goes too far, losing people, relationships, and humanity, in the process. Yes, science is disciplined, process oriented, fact based, data driven, analytic, logical. They think relationships aren’t important.

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Sell Assembly Line Manufacturing Up-sell 67

Partners in Excellence

NOVEMBER 27, 2018

This has a number of advantages, skill levels don’t need to be as high, we can leverage role specialization more effectively (creating sales assembly lines with customer widgets passing through each station), and we can effectively leverage all the traditional selling skills. But there are limitations to this.

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Sell Objection handling Assembly Line Territory 92

Spiro Technologies

OCTOBER 20, 2022

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. And so what this really is taking that kind of natural interface and applying it into a work process. Alex, welcome to the show. Adam Honig: Yeah, great to be here.

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Sell Manufacturing Assembly Line Technology 52

Spiro Technologies

JANUARY 18, 2023

Instead, today we’re talking with Steve Kingeter, the CEO of VC999, probably the best manufacturer of vacuum packaging machines in the world. Adam Honig: Now do you have a standard process for trying to collect that insight from customers? Steve Kingeter: And it’s a lot more diverse than frogs, trust me.

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Manufacturing Assembly Line Up-sell Engineering 52