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.” Sadly, too many sales executives, too many clueless corporate executives; all supported by vendors and consultants trying to sell them something are in a mad rush in exactly the opposite direction.

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? A sales team is focused on helping first-time users discover the initial value of a product or service, such as the unique selling proposition , then complete the purchase. Book in regular meetings – ad-hoc communication is not enough.

Process 76

Process Assembly Line UX Drivers/motivators 76

Sales Hacker

AUGUST 12, 2020

This is the downside of the modern Sales Assembly Line — both buyer and seller feeling like a cog in the wheel. Imagine I am selling you an amphibious vehicle. We neglected to figure out — in advance or in discovery — if what we are selling is relevant or timely to the prospect. Can we meet on Tuesday or Thursday?

Assembly Line 110

Assembly Line Intrinsic Prospecting Pitch 110

Lead Fuze

JANUARY 2, 2024

Pinpointing who needs what you’re selling means getting cozy with data—because gut feelings won’t cut it here. This kind of interactive approach fosters trust between brand and consumer leading up towards increased sales—not bad for some clever coding.

Lead generation 52

Lead generation A/B testing Cold Call Technique 52

Spiro Technologies

JANUARY 18, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Like we do a lot of face-to-face meetings, we do a lot of surveying of customers, so what approach do you take to stay current with that? Transcript.

Manufacturing 52

Manufacturing Assembly Line Up-sell Engineering 52

Hubspot

JULY 18, 2016

Its narrow offerings were all produced in an assembly-line-style system. You want a trusted team with skin in the game at your side as you move into the implementation phase. The owner realizes that by blindly trusting Harry, he has put his business in serious jeopardy. Creating the vision will be the easy part.

Objectives and Key Results 48

Objectives and Key Results Clients Assembly Line Meeting 48

Highspot

JULY 31, 2020

After all, you wouldn’t put a new recruit in charge of your enterprise accounts; similarly, a rep with deep experience in healthcare would probably struggle to sell into tech. There are three main models for sales teams: the assembly line, the pod, and the island. The Assembly Line. Is not suited to scale.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

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. One begins to see images of assembly lines with customers on a conveyor belt moving from station to station.

Assembly Line 49

Assembly Line Customers Manufacturing Objectives and Key Results 49

Partners in Excellence

FEBRUARY 15, 2021

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.). Our goal is less to learn, but rather schedule the next meeting. We have the follow on meeting. Selling is a human process.

Assembly Line 69

Assembly Line Quota Pitch Meeting 69