PandaDoc

OCTOBER 14, 2020

The Request For Proposal (RFP) process is broken, flawed, and disorganized. When you’re down in the weeds, entangled in the messy process, it can be hard to figure out how to make improvements. If you were to time your RFP creation process, how much time gets sunk into each one? Luckily, technology is our saving grace.

Process 139

Process Teamwork Assembly Line Transportation 139

Partners in Excellence

SEPTEMBER 24, 2018

” Sales picks up the process, SDRs call to qualify the opportunity, they hand the lead to an account manager who gets more information, the customer is handed over to a pre-sales person for a demo, then someone else try to close them. Except our assembly line/linear customer engagement model doesn’t reflect how our customers buy.

Assembly Line 116

Assembly Line Sales Process Account management 116

Hubspot

AUGUST 20, 2021

It’s called “process strategy,” and every organization should have it on their books. Several processes could run on autopilot, removing the need for in-the-moment decisions, escalation to management, and — in some cases — human involvement altogether. Examples of Process Strategy. Is it by phone? Is it by email?

Process 93

Process Assembly Line Profit margin Sales 93

Partners in Excellence

JULY 11, 2024

We’ve sold to a customer with a single manufacturing line, but now they are expanding the number of manufacturing lines so they need to buy more. If we create manufacturing machinery, we may have started with machines that do one thing on an assembly line. This is a fundamental part of the growing our customers.

Assembly Line 138

Assembly Line Manufacturing GTM CRM 138

Partners in Excellence

NOVEMBER 5, 2021

Too many organizations seem so focused on their own efficiency, mechanizing our process, and transactionalizing our engagement strategies. We are creating massive sales assembly lines optimizing the order taking process. At the time, many of us were alarmed with that statistic. We usually win on pricing.

Assembly Line 143

Assembly Line Sales Price Trust 143

Partners in Excellence

AUGUST 8, 2024

” “Can we improve processes upstream, by helping our suppliers improve what they are doing with us?” ” A mindset instilled in each worker in the assembly line was, “how do you improve the part of the process you are responsible for?”

Assembly Line 139

Assembly Line GTM Manufacturing Engineering 139

Partners in Excellence

MARCH 12, 2024

Rather, it requires process, structure, discipline and collaboration with customers to help them improve their business outcomes. I was fortunate to have a great mentor who embraced the notion that sales is work, and all work is a process. .” Another thing struck me: “And I love what professional selling is not.

Sell 143

Sell Assembly Line Territory Sports 143

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.

Assembly Line 125

Assembly Line Customers Tradeshows Manufacturing 125

Sales Hacker

MARCH 3, 2021

Isn’t it ultra-satisfying to watch a perfectly automated factory assembly line? What is the handoff process? A handoff process refers to the period where a lead becomes a customer and handed over to the customer success team from the sales team. Why is the handoff process important? See how smooth things are?

Process 99

Process Assembly Line Drivers/motivators UX 99

Partners in Excellence

AUGUST 31, 2023

For the past 15 years, we have had such a focus on mechanizing the process. Sellers have become replaceable widgets on an assembly line optimized for growth regardless of cost (figuratively and literally). If our peers don’t succeed and find the same joy we have, we will never be able to achieve our full potential.

Sell 147

Sell Assembly Line Growth Prospecting 147

Partners in Excellence

NOVEMBER 27, 2017

It’s become common “wisdom” that we have to align align our sales process with our customers’ buying processes. I suppose it’s easy to want to believe customers have buying processes. Certainly, procurement has processes they follow in their buying activities.

Process 68

Process Customers Assembly Line Manufacturing 68

Partners in Excellence

MAY 23, 2024

When customers said tell me more, the sales process was usually pretty short. Sales/marketing started applying these manufacturing principles to the “mechanization” of the process. And assembly line process started to emerge. Just like a factory assembly line, it became so easy to grow.

Assembly Line 77

Assembly Line GTM Minimum Viable Product Non-Profits 77

Partners in Excellence

MAY 25, 2024

The underlying principles of all of these is an assembly line mentality in workflow design. What drives productivity and efficiency is a continuous flow process, structured Takt times which set the pace of the process, and standardized work. If bad or flawed materials were introduced into the process, the line collapsed.

Assembly Line 77

Assembly Line Manufacturing Contract Represent 77

Partners in Excellence

MAY 25, 2021

So specialists in check processing helped customer re-engineer their processes. The customer has become almost irrelevant, instead, we have optimized roles for moving our customer through our sales assembly line. For example, the industry was transforming from a traditional branch orientation, to ATMs, branch automation.

Assembly Line 133

Assembly Line Account management Education Sell 133

Partners in Excellence

JANUARY 5, 2023

Pile onto this all the shifts in buyer behavior we see, increasing numbers of buyers actively disengaging with sellers, preferring to navigate their buying processes with out sales help. Our sequences, our assembly line techniques for herding through processed that are optimized for us will fail!

Customers 133

Customers Assembly Line Commission Technique 133

ClickFunnels

JUNE 18, 2021

Here’s how the process of producing a piece of such content looks like: You do keyword research, identify promising keywords, and pick a keyword that you want to focus on. You can learn more about his Content Assembly Line method here: Build Backlinks to That Content. Let’s take a closer look at this strategy….

Minimum Viable Product 229

Minimum Viable Product Assembly Line Niche Sales 229

Search Engine Land

DECEMBER 20, 2023

Enhanced collaboration Planning a marketing campaign often involves an assembly line that takes ideas from concept to reality and then introduces them to the market across various channels. Campaign management tools that establish deadlines and responsibilities keep the assembly line moving. Start there.

Campaign 92

Campaign Assembly Line Launch Government 92

Partners in Excellence

MARCH 9, 2020

The buying process is messy, a characteristic of intensely human interaction. We map the buying process, ending up with something that resembles Gartner’s famous “spaghetti” charts. Buying can be confusing–both in managing the internal buying process, but in, also, in assessing the alternative solutions.

Sell 94

Sell Assembly Line High impact Up-sell 94

Partners in Excellence

APRIL 6, 2017

I believe that selling is a disciplined process, that we can “engineer” those processes to increase our impact, customer engagement, and our effectiveness. I believe in sharp, rigorous execution of those processes in driving sales effectiveness and performance. Much of this seems to be a R 3.0

Assembly Line 79

Assembly Line SQL Trust Sales 79

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 77

Assembly Line Manufacturing Government Up-sell 77

Partners in Excellence

MARCH 23, 2022

” Second, the script focuses on what we want to talk about, and the things we need to move the customer to the next station on our sales assembly line. But our scripts are focused on what we need to learn and how we move forward, and, unless the customer is near the end of their buying process, they are rarely relevant to them.

Assembly Line 115

Assembly Line Meeting Quota Customers 115

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.

Assembly Line 78

Assembly Line Manufacturing Account management B2B 78

Partners in Excellence

JUNE 12, 2023

We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. If, somehow, in the manufacturing process, an error is made, we create “scrap.” In a lean factory line, the entire line would stop. What happened, when something went wrong?

Manufacturing 71

Manufacturing Assembly Line Technique Quota 71

Highspot

JULY 31, 2020

There are three main models for sales teams: the assembly line, the pod, and the island. The Assembly Line. In the assembly line model, also known as the hunter-farmer model, sales teams are organized based on each individual’s job title. Moves customers through your sales process quickly.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Partners in Excellence

SEPTEMBER 9, 2018

Often, these are those with the assembly line version of selling, optimizing our process, treating the customer as a widget they move through the process—lead, SDR, Demo, Account Manager, Specialist, Customer Experience Team… The customer is an object upon which we execute our selling process, working the numbers.

Assembly Line 91

Assembly Line Account management Gaming Sell 91

Partners in Excellence

OCTOBER 30, 2020

” “We are expanding our factory capacity and need to add a new assembly line, can we talk about your products as a potential solution?” . “We are looking to buy electronic components to use in a new consumer product we are developing. Can we take 15 minutes of your time to talk about how you might help us?”

Prospecting 112

Prospecting Customers Assembly Line Education 112

Martech

DECEMBER 19, 2023

Dig deeper: The future of outbound marketing in an omnichannel stack Enhanced collaboration Planning a marketing campaign often involves an assembly line that takes ideas from concept to reality and then introduces them to the market across various channels. Business email address Subscribe Processing. Get MarTech! See terms.

Campaign 82

Campaign Assembly Line Launch Government 82

Heinz Marketing

APRIL 27, 2020

If instead you share with the seagulls where their project fits into the priority list and why, if they agree with the higher priorities, they generally fall in line. Learn more about the current state of Agile Marketing in this benchmark study , and thank you Andrea for joining last week’s CMO Coffee Talk (on both coasts no less).

Assembly Line 100

Assembly Line GTM Strategize Follow-up 100

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.

Sell 113

Sell Objection handling Assembly Line Territory 113

Martech

JANUARY 25, 2022

The average number of touches during the buying process grew from two in 2006 to six in 2021, according to Butler. The outreach we’re doing feels a little bit like an assembly line,” she said. “As However, marketers shouldn’t focus entirely on video in the personalization process.

Assembly Line 98

Assembly Line Prospecting Contact Customers 98

InsightSquared

SEPTEMBER 20, 2018

The Japanese term “Kaizen” stands for the continuous improvement of a process. Adopted by Japanese manufacturing companies after World War II as a way to reduce waste and create competitive advantage, kaizen evolved beyond the assembly line in manufacturing to all business processes and became the precursor to lean manufacturing.

GTM 73

GTM Assembly Line Manufacturing SQL 73

Partners in Excellence

OCTOBER 13, 2021

They recognize the real value in the organization has nothing to do with what they sell, or the tools, programs, processes, and so forth. Likewise customers are widgets in our sales assembly line. They realize the key differentiator is their people and their alignment with the purpose and mission of the organization.

Assembly Line 107

Assembly Line Quota Prospecting Up-sell 107

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.

Sell 86

Sell Assembly Line Manufacturing Up-sell 86

Partners in Excellence

JUNE 6, 2017

The right process will produce the right results: Principle 2: Create a continuous process flow to bring problems to the surface. Principle 6: Standardized tasks and processes are the foundation for continuous improvement and employee empowerment. The sales process is fundamental. Principle 4: Level out the workload.

Manufacturing 82

Manufacturing Assembly Line Sales Process 82

Sales Hacker

MARCH 17, 2021

Strict sales volume does go a long way in achieving long-term revenue growth, but processes and cross-department alignment are what allow sales volumes to scale in the first place. Maintaining the same processes. The same can be said about technology, CRM usage, and the overall process. Failing to develop talent.

Growth 116

Growth Assembly Line Cross-sell Engineering 116

Partners in Excellence

DECEMBER 17, 2018

If we structure our engagement process to be more transactional, the assembly line process becomes very attractive. Which, at its root is a talent problem—do we have the right type of people, are we equipping the with the right skills/tools/processes to create value in every interaction with the customer?

Assembly Line 88

Assembly Line Pitch Sales Growth 88

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. We’ve developed predictable models of moving these customers through the process in very high volumes/velocity.

Assembly Line 58

Assembly Line Customers Manufacturing Objectives and Key Results 58