Remove Assembly Line Remove Process Remove Sales
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Oracle enhances its Unity CDP offering

Martech

The keynote of Oracle’s Fusion offerings has been to fuse new and better relationships between marketing and sales teams. That’s reflected here in the presentation of unified account views, based on data from marketing, sales and service clouds. Sales is focused on accounts and marketing is focused on contacts.

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Sales Role Specialization

Partners in Excellence

A couple of people I deeply respect have written outstanding pieces arguing that we have take sales role specialization too far. Amy Volas wrote, “Is Sales Over-segmented,” Bob Apollo wrote, “Has role specialisation in B2B selling gone too far?” ” (There Bob goes with his “English” spelling.)

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Customer Post: How I Built an SDR Assembly Line with Outreach and Doubled my Team’s Output

Outreach

In the beginning of 2017, the SmartRecruiters SDR (sales development representative) program launched its first organized outbound prospecting initiative. The only way to scale an inefficient process is to “throw bodies at it”, meaning to hire more reps. Enter: Project Assembly Line. Not the most scalable approach.

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Could AI be what finally aligns marketing and sales teams?

Martech

In large B2B companies, marketing and sales teams continue to operate in silos, resulting in wasted resources and missed opportunities. Marketing complains that sales ignores their hard-earned leads. Sales complains that marketing leads are garbage. AI fundamentally reshapes how marketing and sales work together.

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Rethinking The Sales And Marketing Organization

Partners in Excellence

We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. The work toward MQLs, turning them over to sales, hopefully as SALs, saying “Good luck and godspeed!, Likewise, sales shouldn’t be waiting for marketing to create awareness and demand.

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Start With The Customer

Partners in Excellence

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. Inevitably, it doesn’t work.

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Do We Really Want Our Sales People To Be Value Creators?

Partners in Excellence

We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. 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.