Assembly Line Pipeline Up-sell 
Outreach
APRIL 9, 2018
The team created over $2M in qualified outbound pipeline in Q4. Because we sell into enterprise companies, our high-volume approach had two major weaknesses: SDRs spent a significant portion of their time cleaning data and researching contacts. Every hour spent doing manual data work was an hour not spent selling.
Partners in Excellence
DECEMBER 20, 2020
Amy Volas wrote, “Is Sales Over-segmented,” Bob Apollo wrote, “Has role specialisation in B2B selling gone too far?” Much of their discussion has to do with the current mechanization of selling that’s become popular in the SDR/AE approach to selling. Likewise, selling is more complex.
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Partners in Excellence
NOVEMBER 27, 2018
Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.
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.
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.
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.
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. Acquaint your team with other departments.
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