Partners in Excellence

MAY 23, 2024

And just like consumer products, mass marketing techniques were used to make customers aware of products. When customers said tell me more, the sales process was usually pretty short. Since lean/agile techniques were so successful in the product development, they were extended to the GTM strategies. It seemed so predictable.

Assembly Line 73

Assembly Line GTM Minimum Viable Product Non-Profits 73

Partners in Excellence

JUNE 12, 2023

So much of what our focus in “modern selling,” seems to be the adaptation of Lean Manufacturing techniques into selling. We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. In a lean factory line, the entire line would stop.

Manufacturing 68

Manufacturing Assembly Line Technique Quota 68

Partners in Excellence

APRIL 12, 2023

We’ve adopted “clever prospecting techniques” leveraging volumes of emails, back to back calls from different numbers, local presence, social outreach. 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.

Assembly Line 92

Assembly Line Customers Tradeshows Manufacturing 92

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. Come up with more “clever” sequences and techniques, cast a wider net. What does it take to succeed?

Customers 105

Customers Assembly Line Commission Manufacturing 105

Partners in Excellence

JUNE 30, 2023

Yet we insist on using the same old models, techniques, and approaches. The processes are intertwined and interleaved through the life cycle of our relationships with our customers. We need to look at, organizationally, processes, responsibilities/accountabilities very differently if we are to engage our customers in high impact ways.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Salesforce

JULY 28, 2022

Any disruption to an assembly line or a delivery fleet can bring operations to a standstill, putting pressure on manufacturers to fix the issue as soon as possible. When customers have access to powerful digital tools, they can confidently take the buying process into their own hands. Let automation do the thinking.

Original Equipment Manufacturer 52

Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

Lead Fuze

JANUARY 2, 2024

Automating the lead generation process often simplifies data analysis since most tools come equipped with dashboards that make sense out of numbers at lightning speed—and let me tell you—the insights gleaned from these stats are pure gold for decision-making. And if you think this might complicate things – guess again.

Lead generation 52

Lead generation A/B testing Cold Call Technique 52