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. This represents waste, lost productivity, and continued low performance.

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Trust Assembly Line Manufacturing GTM 139

Partners in Excellence

JULY 11, 2024

Making sure customers continue to get the value expected, that they are continuing to use the products is critical. Offering periodic enhancements to give something new may attract greater interest, keeping people using the product, helps to keep people from cancelling. Let’s look at the outright purchase strategy.

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Assembly Line Manufacturing GTM CRM 138

Partners in Excellence

JUNE 2, 2025

Likewise, when we saw assembly lines, mass production, and robots replacing artisans, jobs moved into other parts of the economy. As a result, we have designed engagement processes that are optimized to be displaced by AI. Those lost jobs went to other industries and parts of the economy.

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Assembly Line GTM Technology Technology 80

Hubspot

AUGUST 20, 2021

Many organizations fail to outline and document procedures when it comes to producing products, handling service concerns, or guiding their customers along their buyer’s journey. It’s called “process strategy,” and every organization should have it on their books. Examples of Process Strategy. Is it by phone? Is it by email?

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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. In some ways, sales leaders revel in this.

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Assembly Line Sales Price Sell 143

Partners in Excellence

MARCH 12, 2024

Rather, it requires process, structure, discipline and collaboration with customers to help them improve their business outcomes. And you have the freedom and flexibility to manage your time as you see fit, as long as you are productive in pursuing your goals. Why I Love Sales Dave, I found your question very thought provoking.

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Sell Assembly Line Sports Territory 143

Partners in Excellence

APRIL 12, 2023

Yet, sellers are still focused on being purveyors of the same product information that buyers have already studied on the web. 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. What if we started demonstrating our commitment to their success?

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Assembly Line Customers Tradeshows Manufacturing 125

Partners in Excellence

AUGUST 31, 2023

I’ve seldom been involved in a company with a “hot product” that sold itself. I’ve never been at a place where we struggled to answer the phones or respond to emails with customers wanting to buy our products. For the past 15 years, we have had such a focus on mechanizing the process.

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Sell Assembly Line Growth Prospecting 147

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?

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Process Assembly Line Drivers/motivators UX 94

ClickFunnels

JUNE 18, 2021

A sales funnel is the journey that a person takes from first hearing about your product to purchasing that product and subsequent products. You get that person interested in your products or services. You persuade that person to purchase your products or services. Let’s take a closer look at this strategy….

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Minimum Viable Product Assembly Line Niche Sales 228

Partners in Excellence

MAY 25, 2021

My earliest experience of specialization was product/solution focused specialists. While I had good knowledge of the customer and good knowledge of our core products, I wouldn’t have been successful without the help of specialists. So specialists in check processing helped customer re-engineer their processes.

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Assembly Line Account management Education Sell 133

Partners in Excellence

MAY 23, 2024

Since the target customers, initially, for these tools were individuals and small teams, the methods others had used in consumer product selling were adapted. Materials explaining the capabilities of the products, demos, 30 day free trials were heavily leveraged. And assembly line process started to emerge.

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Assembly Line GTM Minimum Viable Product Non-Profits 77

Partners in Excellence

MAY 25, 2024

Perhaps the product hasn’t been built or shipped, perhaps it was contracted to be delivered at a certain time. Or embedded product organizations have supply contracts, representing the amount and schedule for delivery, invoicing and payment. For this model to work, variation at any point in the process has to be eliminated.

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Assembly Line Manufacturing Contract Represent 77

Search Engine Land

DECEMBER 20, 2023

Among the benefits of using campaign management software: Improved efficiency and productivity Some tools will help your team automate the often-mundane tasks that are simply part of marketing campaigns (e.g., Campaign management tools that establish deadlines and responsibilities keep the assembly line moving. Start there.

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Campaign Assembly Line Launch Government 92

Partners in Excellence

OCTOBER 30, 2020

. “We are looking to buy electronic components to use in a new consumer product we are developing. ” “We are expanding our factory capacity and need to add a new assembly line, can we talk about your products as a potential solution?” They find ways of educating themselves about new things?

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Prospecting Customers Assembly Line Education 112

Partners in Excellence

OCTOBER 15, 2021

” We look at, how do we reduce onboarding time, how do we maximize productivity during that time? We redesign knowledge work, emulating the principles of the industrial assembly lines of the past. them passing the work to the next person in the knowledge worker assembly line. The problem is at the top!

Assembly Line 77

Assembly Line Manufacturing Government Up-sell 77

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

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Assembly Line SQL Trust Sales 79

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.

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Assembly Line Quota Meeting Customers 115

SBI

JULY 9, 2013

On the road to mass production, the most significant event was when they first began taking “the work to the men instead of the men to the work.”. 3) Use sliding assembling lines by which the parts to be assembled are delivered at convenient distances. For the most part, salespeople still work as craftsmen.

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Assembly Line Product Manufacturing Transportation 54

Partners in Excellence

JUNE 12, 2023

We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. One of the biggest areas of waste is the product itself. If, somehow, in the manufacturing process, an error is made, we create “scrap.” What happened, when something went wrong?

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Manufacturing Assembly Line Technique Quota 71

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.

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Assembly Line Manufacturing Account management B2B 78

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Your sales organization is in charge of generating revenue for your business by convincing buyers to purchase a product or service.

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Assembly Line Territory Strategize Sales 72

Partners in Excellence

NOVEMBER 27, 2018

And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

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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 Most brands use video to talk to their prospects about their products and goods and services.”.

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Assembly Line Prospecting Contact Customers 98

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. Better to create a strategic product marketing plan up front to ensure the development work (big and small) aligns strategically based on what your customers need.

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Assembly Line GTM Strategize Follow-up 98

Martech

DECEMBER 19, 2023

Click here to take the survey Among the benefits of using campaign management software: Improved efficiency and productivity Some of the tools we’ve discussed here will help your team automate the often-mundane tasks that are simply part of marketing campaigns, such as deadlines and reporting. Business email address Subscribe Processing.

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Campaign Assembly Line Launch Government 81

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.

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Sell Assembly Line Manufacturing Up-sell 86

Partners in Excellence

JUNE 6, 2017

This post continues on the foundation of Toyota Production System’s 4 P’s, by diving into the 14 principles. The right process will produce the right results: Principle 2: Create a continuous process flow to bring problems to the surface. The sales process is fundamental. It would be utter chaos.

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Manufacturing Assembly Line Sales Process 82

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.

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GTM Assembly Line Manufacturing SQL 73

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.

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Growth Assembly Line Cross-sell Engineering 113

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.

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Assembly Line Customers Manufacturing Objectives and Key Results 58

Salesforce

AUGUST 20, 2021

It means that we need to explore opportunities for ourselves and our teams to humanize the future of work to complement and even enhance AI, automation, and productivity. Creating AIs : Given the ability AI has to quickly process large data sets, it’s able to create child AI applications that outperform human-created AIs.

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Assembly Line Healthcare Education Technology 98

Hubspot

MAY 9, 2022

That starts with you being involved and thoughtful in the hiring process. The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage. And when that happens, make sure you help guide them through those processes without doing their jobs for them.

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Assembly Line Objectives and Key Results Construction Commission 81

Partners in Excellence

FEBRUARY 1, 2017

As I look at quotas and targets qualitatively, as I look at general sales production, I don’t see changes that are unexpected or abnormal. Yes, quotas go up, but we expect people to improve and become more productive. Plus we are investing in tools, programs, processes, and training to help them become more productive.

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Assembly Line Quota Sales Construction 77

Partners in Excellence

APRIL 18, 2017

We see discussions focused on increasing specialization in sales–actually adaptations of the Toyota Production System. ” If there is any discussion about questioning, it’s focused on questioning to find the starting point to do our messaging, not questioning as a true discovery and collaborative learning process. .”

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Assembly Line Sell Customers Up-sell 68

Hubspot

JANUARY 31, 2018

My blog articles live forever, so while old-line salespeople are cold calling, my content is converting like an assembly line in a factory. In-person meetings are the most inefficient process imaginable. Overselling the product. Today, thankfully, overselling a product doesn’t fly.

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Cold Call Assembly Line Inside sales Sales 101

Partners in Excellence

MARCH 24, 2021

One wonders what hurdles Don (and others) might have to go through to offer money to this company to buy their products. Looks like Don is just another widget on their sales assembly line. Apply to book a call with me here. He’s granted Don the permission to accept further prospecting from his team.

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Assembly Line Objection handling Appointment Prospecting 86