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

Martech

MARCH 24, 2025

Faster, more complete decision-making Since the days of the assembly line, businesses have relied on command-and-control decision structures, funneling decisions upward through approval chains that value positional authority over front-line expertise.

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Assembly Line Strategize Campaign Launch 123

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. Farm jobs evaporated because rather than one person and a plow horse farming 10s of acres, the tractors enabled that person to farm 100s to 1000s of acres. And with computers we saw the same things.

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Assembly Line GTM Technology Technology 75

Partners in Excellence

NOVEMBER 5, 2021

We are creating massive sales assembly lines optimizing the order taking process. We differentiate our offerings through nuances of product differences, hoping we can make one feature/function important to the customer, but mostly we win through pricing. Rather than becoming value creators, we are becoming order takers.

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Assembly Line Sales Price Trust 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. Customers and sellers have become widgets moving along the sales manufacturing line, losing the humanity, failing to build trust and confidence the buyers crave.

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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. And, even when I and my teams succeeded, it was never easy.

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Sell Assembly Line Growth Prospecting 147

Partners in Excellence

MARCH 12, 2024

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. I am a firm believer in following a documented sales process, but at the same time realizing it’s not a prescribed robotic assembly line type of process that works the same way every time.

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Sell Assembly Line Territory Sports 143

Hubspot

JANUARY 30, 2017

Anyone who’s ever been a teenager is likely familiar with the question, "Why aren’t you doing something productive?” If only I could respond to my parents with the brilliant retort, "You know, the idea of productivity actually dates back to before the 1800s." If you ask me, productivity has become a booming business.

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Agriculture Product Assembly Line Government 101

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.

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Minimum Viable Product Assembly Line Niche Sales 228

Partners in Excellence

JANUARY 29, 2023

Customers have become depersonalized widgets that we move along our selling assembly lines. We don’t seem to recognize that while people are working longer hours, productivity is declining. We provide buses equipped with WiFi so they can be productive on the commute.

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Assembly Line Trust Clients Technology 147

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, 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. When I started selling, I had the responsibility for growing a very large banking account.

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Assembly Line Account management Education Engineering 133

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 114

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 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!

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Assembly Line Manufacturing Government Up-sell 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. Only 15-20% of the inputs end up coming out of the assembly line with POs.

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Assembly Line Manufacturing Contract Represent 77

Partners in Excellence

APRIL 6, 2017

But I’ve been alarmed by the rise of “assembly line” thinking, extreme specialization, and obsession with our own efficiency—to the detriment of building relationships and trust. But then, I’m a physicist/engineer by training–and somewhat of an introvert. Much of this seems to be a R 3.0

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Assembly Line SQL Trust Sales 82

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. This must happen before production can begin.

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Product Assembly Line Manufacturing Transportation 54

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

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. It means, we’ve wasted money, resources, and time making a product that we just have to throw away.

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Manufacturing Assembly Line Technique Quota 71

Partners in Excellence

MARCH 31, 2017

Prospectors prospect, account managers account manage, product line specialists are expert in their product lines, and on and on… Each role is precisely defined, we have the metrics to by which we constantly measure performance. They may get smarter as they go through our and our competitors assembly lines.

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Assembly Line Manufacturing Account management B2B 82

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.). Rather than heavily product selling focused, they leverage more customer focused language, but under the covers, they haven’t changed substantively.

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Sell Objection handling Assembly Line Territory 116

Heinz Marketing

APRIL 27, 2020

And as Adam New-Waterson smartly pointed out, if you’re trying to ship more effective cars, a bunch of random features just feels like a bunch of skateboards coming off the assembly line. That’s a big time commitment, but has led to greater alignment around everything from GTM pivots, product direction, resource allocation and more.

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Assembly Line GTM Strategize Follow-up 99

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.

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Campaign Assembly Line Launch Government 84

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. While we may think about these, the context is always about our product. .” It turns out “one size rarely fits all.”

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Assembly Line Meeting Quota Customers 115

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. Let’s look at a production scenario that we’ve probably all found ourselves in — a fast-casual restaurant like Chipotle or Blaze Pizza. Restaurant Industry.

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Process Assembly Line Profit margin Sales 93

Martech

JANUARY 25, 2022

The outreach we’re doing feels a little bit like an assembly line,” she said. “As “What your brand does with video tells your prospects more than just the story of your product; it also tells the story of your brand. 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

Partners in Excellence

DECEMBER 21, 2017

We see too many signs of mechanization, losing the person, treating customers as widgets to move through our highly efficient selling process assembly lines. Send me an email for my eBook on applying the Toyota Production Process to selling). We’ve focused more on the mechanics and less on the people.

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Sell Assembly Line Manufacturing Up-sell 89

InsightSquared

SEPTEMBER 20, 2018

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. ”[ 1 ].

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GTM Assembly Line Manufacturing SQL 73

Partners in Excellence

DECEMBER 4, 2016

In recent years we’ve increasingly leveraged technology, both to improve productivity, but to automate as much of these processes as we can. One begins to see images of assembly lines with customers on a conveyor belt moving from station to station. The problem is, customers are not widgets. Each individual is different.

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Assembly Line Customers Manufacturing Objectives and Key Results 61

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. As you have already seen, the foundation is “the right process will product the right results.” They would build the wrong products–wasting resource and money on product that couldn’t be sold.

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Manufacturing Assembly Line Sales Process 86

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. The best way to differentiate yourself is through your humanity and creativity, not your productivity. But that doesn’t mean we’re all out of a job.

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Assembly Line Healthcare Education Technology 98

PandaDoc

OCTOBER 14, 2020

Instead, they need to source testimonials, balance pricing, and learn their way around new products. Your legal teams, product managers, and marketers aren’t employed to contribute towards your RFP. It can hurt productivity and begin throwing up the knowledge barriers discussed above. percent annually.

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Process Teamwork Assembly Line Transportation 139

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. He’s granted Don the permission to accept further prospecting from his team.

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Assembly Line Objection handling Appointment Prospecting 90

Hubspot

MAY 9, 2022

The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage. There's a fine line between productively competitive and toxically confrontational, and crossing it can take a massive toll on morale. But competition can be fickle.

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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 81

Partners in Excellence

NOVEMBER 8, 2019

To put customers on an assembly line where they are touched by an SDR, moved to an account manager, moved to a demo-er, moved to the next step and the next and the next…until the customer makes a decision. These people are the most productive. To define every action, their sales people take. Those are simply table stakes.

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Assembly Line Trust Consult Up-sell 89