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. In a lean factory line, the entire line would stop.

Manufacturing 68

Manufacturing Assembly Line Technique Quota 68

Partners in Excellence

APRIL 12, 2023

We’ve adopted “clever prospecting techniques” leveraging volumes of emails, back to back calls from different numbers, local presence, social outreach. Sellers have, blindly, applied “manufacturing” technique to managing their selling process.

Assembly Line 85

Assembly Line Customers Tradeshows Manufacturing 85

Partners in Excellence

JANUARY 5, 2023

Come up with more “clever” sequences and techniques, cast a wider net. Engineering projects will be competing with manufacturing, IT, and projects from every part of the organization. Our sequences, our assembly line techniques for herding through processed that are optimized for us will fail!

Customers 97

Customers Assembly Line Commission Manufacturing 97

Salesforce

JULY 28, 2022

That’s where OEM (original equipment manufacturer) and aftermarket parts come in — and sales of these crucial components are big business now. 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.

Original Equipment Manufacturer 52

Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

Partners in Excellence

APRIL 5, 2023

But the SaaS selling model seems to be based, also, on a flawed adaptation of lean manufacturing techniques and the Toyota production system. And while lean manufacturing does not promote this, the emphasis is on volume, velocity, and efficiency. If we want to learn and innovate, we have to learn from everyone.

Conversion 68

Conversion Sell Manufacturing Healthcare 68

Partners in Excellence

DECEMBER 4, 2016

However, we are repeatedly see descriptions of selling becoming more like that of a manufacturing line–input a prospect at the beginning of the process, move them step by step through our sales machine, and at the end we spit out a paying customer. The problem is, customers are not widgets. Each individual is different.

Assembly Line 48

Assembly Line Customers Manufacturing Objectives and Key Results 48

Highspot

FEBRUARY 22, 2024

Operations planning process: Ensure resources, such as raw materials and manufacturing capacity, are available to meet projected customer demand. A manufacturer might streamline its assembly line to meet increased demand and ensure on-time delivery every holiday season.

Manufacturing 52

Manufacturing Finance Objectives and Key Results Sales 52