Martech

MAY 6, 2025

What’s required is a modernization of marketing and sales that places AI at the center of your people, processes and technology. Dig deeper: Why AI proficiency is todays must-have marketing skill Process: From handoffs to orchestration Traditional lead management follows a linear assembly line, where marketing: Generates leads.

Assembly Line 118

Assembly Line Sales Follow-up Technology 118

Salesforce

MARCH 3, 2025

A Deal Desk is essentially an assembly line for sales, replacing the need for one person to switch between various types of tasks with a streamlined, repeatable process. Standard deals often flow through automated processes or sales reps without Deal Desk involvement. Deal Desk teams can help combat this challenge.

Legal 59

Legal Contract Finance Non-Profits 59

Outreach

APRIL 9, 2018

The only way to scale an inefficient process is to “throw bodies at it”, meaning to hire more reps. Because our process was inefficient, prospecting into a large number of companies meant that we couldn’t spend much time nurturing any one company or person. Enter: Project Assembly Line. Not the most scalable approach.

Assembly Line 68

Assembly Line Customers Contact Represent 68

Partners in Excellence

DECEMBER 20, 2020

This assembly line process starts with a widget (let’s call them customers), being passed from person to person down the line until they come out closed or on the reject (loss) pile. The thinking is, “We will get our fair share of deals through this process.” But is that the answer?

Assembly Line 147

Assembly Line Manufacturing Sales Up-sell 147

Partners in Excellence

MAY 26, 2021

Our demand gen, marketing, sales organizational design, sales processes, customer experience—all of it are generally designed around us. They don’t care about our organizational structure, they don’t care about our selling process or strategies for demand gen. We may be trying to hit certain spend/budget goals.

Assembly Line 155

Assembly Line Customers Manufacturing Up-sell 155

Partners in Excellence

AUGUST 7, 2024

Continuing my series on applying lean/agile manufacturing principles to selling, I was reminded by Charles Green and Dave Jackson about an important aspect of these principles that is never mentioned by those promoting lean/agile in our sales assembly lines. It’s called Jidoka or Autonomation. It’s almost the opposite!

Trust 138

Trust Assembly Line Manufacturing GTM 138

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

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

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 142

Assembly Line Sales Price Trust 142

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 106

Assembly Line Sales Process Account management 106

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 Manufacturing GTM 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

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 137

Assembly Line Manufacturing GTM CRM 137

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 101

Process Assembly Line Drivers/motivators UX 101

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 120

Assembly Line Customers Tradeshows Manufacturing 120

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 146

Sell Assembly Line Growth Prospecting 146

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

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 60

Process Customers Assembly Line Manufacturing 60

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

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 132

Customers Assembly Line Commission Technique 132

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

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

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

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 114

Assembly Line Quota Meeting Customers 114

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 88

Sell Assembly Line High impact Up-sell 88

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

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

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 89

Assembly Line Account management Gaming Sell 89

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 109

Prospecting Customers Assembly Line Education 109

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 68

Assembly Line SQL Trust Sales 68

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 106

Assembly Line Quota Prospecting Up-sell 106

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 69

Assembly Line Manufacturing Account management B2B 69

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