Partners in Excellence

MAY 26, 2021

We optimize the overall equation on our goals and our preferences–revenue, expense, headcount, productivity, and so forth. They don’t care about our organizational structure, they don’t care about our selling process or strategies for demand gen. Edward Deming and Taiichi Ohno and the Toyota Production System (TPS).

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Assembly Line Customers Manufacturing Start-ups 135

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 73

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 117

Partners in Excellence

JANUARY 29, 2023

For years, I’ve been writing about the mechanization of selling. 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.

Assembly Line 133

Assembly Line Trust Clients Technology 133

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.

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Sell Objection handling Assembly Line Territory 93

Partners in Excellence

DECEMBER 10, 2018

At the end, Brent Adamson pulled me to the side asking, “Dave, you seem to have a pretty dark outlook about selling, what’s up?” Am I contributing to it’s improvement and the ability of sales to contribute to our customers and the companies we sell for?” Sales people change jobs, every 20-22 months.

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Sell Assembly Line Up-sell Cold Call 80

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. Watch this video, featuring Salesforce’s Andy Peebler, to learn how manufacturers can benefit from creating a parts business: Why sell parts online?

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Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

Partners in Excellence

DECEMBER 21, 2017

We seem to be approaching or passing the tipping point where leading sales practitioners view successful selling as a disciplined, focused, engineered approach to engaging and creating value for customers. Stated differently, moving more toward selling as a science. We’ve focused more on the mechanics and less on the people.

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Sell Assembly Line Manufacturing Up-sell 67

Partners in Excellence

MAY 25, 2021

My earliest experience of specialization was product/solution focused specialists. When I started selling, I had the responsibility for growing a very large banking account. 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.

Assembly Line 117

Assembly Line Account management Education Sell 117

Sales Hacker

FEBRUARY 1, 2022

We’re also brought to you by Vidyard — the best way to sell in a virtual world, whether you need to connect with more leads, qualify more opportunities, or close more deals. Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Why prospecting sits apart from sales [6:59].

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Commission Quota Assembly Line Sales 92

Spiro Technologies

OCTOBER 20, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, selling products, and of course, having fun along the way. They’re grabbing the product, they’re putting it away, and they’re moving on to the next thing as opposed to interacting with a device.

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Sell Manufacturing Assembly Line Technology 52

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?” Don’t they know I don’t sell that stuff?

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Prospecting Customers Assembly Line Education 106

Spiro Technologies

OCTOBER 5, 2022

Adam Honig: Hello and welcome to Make It, Move It, Sell It. On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products. And one of the nice things about our products and our designs is that they’re modular. Transcript. Adam Honig: Gotcha.

Manufacturing 59

Manufacturing Sell Construction Electricity 59

Partners in Excellence

APRIL 18, 2017

The focus in much of our discussions on selling is about us–sales people. We see discussions focused on increasing specialization in sales–actually adaptations of the Toyota Production System. I sit through entire presentations on new trends in selling, where the word customer or buyer may never be mentioned.

Assembly Line 54

Assembly Line Sell Customers Up-sell 54

Partners in Excellence

JUNE 30, 2023

Those distinct models no longer represent the way customers buy and grow in the utilization of our products. Whether it’s specialization in how we move our customers through the “sales assembly line.” We focus our skills development on product training and selling skills.

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Assembly Line High impact Quota Technique 62

Gong.io

APRIL 28, 2021

Our solution can save your reps 30% in admin time, so they’ll have more time to sell (really?), will sell more (really??), a factory assembly line). Here’s what an overcomplicated value story with unreasonable value attribution looks like: . and will get your revenue up by 30% (really???). . Mission accomplished.

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Assembly Line Manufacturing Drivers/motivators Strategize 71

Partners in Excellence

MARCH 22, 2017

I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. The speaker was clearly smart and had been very successful in selling, perhaps there was something I misunderstood. A terrific strategy for driving product line growth.

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Territory Sell Assembly Line Manufacturing 48

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. Acquaint your team with other departments.

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Assembly Line Objectives and Key Results Construction Commission 73

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.

Assembly Line 98

Assembly Line Healthcare Education Technology 98

Partners in Excellence

APRIL 6, 2017

I’ve always been biased more to the science side of selling than the art side. I believe that selling is a disciplined process, that we can “engineer” those processes to increase our impact, customer engagement, and our effectiveness. I find myself in an unusual position. Much of this seems to be a R 3.0

Assembly Line 56

Assembly Line SQL Trust Sales 56

Martech

NOVEMBER 18, 2022

The assembly line. The same applies to touchscreen technology and many other processes and products that came together to allow something new to exist. Can you outcompete others in your industry by developing and launching innovative products or services before they do and with other competitive advantages? The airplane.

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Assembly Line Launch Real Estate Electricity 105

Partners in Excellence

MARCH 31, 2017

We design our organizations to be lean mean selling machines. 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.

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Assembly Line Manufacturing Account management B2B 59

Partners in Excellence

NOVEMBER 8, 2019

But the past couple of weeks, I’ve been in a bit of a dark place on the “state of selling.” Sadly, too many sales executives, too many clueless corporate executives; all supported by vendors and consultants trying to sell them something are in a mad rush in exactly the opposite direction.

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Assembly Line Trust Consult Up-sell 77

Lead Fuze

DECEMBER 31, 2021

In this article, we provide insights on how to build a product sales organization structure that yields results. In the SaaS world, it is not enough for us to look at salespeople as individual contributors but rather as an entire team across departments such as marketing and product development. The Assembly Line.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Gong.io

SEPTEMBER 29, 2022

After all, some jobs have already been replaced by AI and robotics ( assembly lines come to mind). As such, you’ll need to change how you position your products or services to influence their decision. And at the end of the day, you’re selling to a person. Productive sales teams ultimately close deals.

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Cross-sell Assembly Line Sales Follow-up 62

Partners in Excellence

MARCH 24, 2021

Let’s start: This email is from a company that purports to have expertise in leveraging LinkedIn for selling. 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.

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Assembly Line Objection handling Appointment Prospecting 63

Sales Hacker

MARCH 17, 2021

Second-stage startups are companies that have already established proof of concept, product-market fit, pricing strategy, and initial clientele to achieve their beginning growth goals. Having a goal of selling more is great, but what will actually allow you to sell more? What is a second-stage startup? The problem?

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Growth Assembly Line Cross-sell Engineering 96

Hubspot

OCTOBER 18, 2021

Maybe you took a mental note on which player had the most properties, or who had the best buying and selling strategy. It scrutinizes every product and strategy — from messaging to sales processes. Competitors that are new — or much smaller — have the power to disrupt an industry with innovative strategies and products.

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Manufacturing Assembly Line User Experience Gaming 61

SalesLoft

AUGUST 2, 2018

It could be an image of tiny robots completing sales tasks along an assembly line, or a computer spewing out countless emails day and night. Sales automation improves productivity by taking manual tasks and turning them into an easily repeatable and automated workflow. I know, I’m sad too.). Allocation of Time.

Assembly Line 52

Assembly Line Sales Appointment Up-sell 52

Partners in Excellence

APRIL 4, 2017

What’s killing sales is sales people and leaders unwilling to do the work of selling! Yet sales people constantly focus on pitching their products. We know people buy from people, yet we create assembly line/transactional processes. If there is buying, there will always be a need for selling!

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Assembly Line Sales Education Pitch 50

Partners in Excellence

AUGUST 29, 2016

It almost seems that we have an assembly line that we pass our customers along—we try to attract attention, building a relationship through our digital presence–web sites, blogs, other materials. Through their use of the product, the “relationship” gets passed from one person or department, to another.

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Assembly Line Customers Trust CRM 49

Partners in Excellence

FEBRUARY 1, 2017

But something has changed in selling. 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. We are headed to the Zombie Apocalypse of selling.

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Assembly Line Quota Sales Construction 64

Sales Hacker

MARCH 3, 2021

Isn’t it ultra-satisfying to watch a perfectly automated factory assembly line? A sales team is focused on helping first-time users discover the initial value of a product or service, such as the unique selling proposition , then complete the purchase. It could be cars, machinery, or maybe just ice cream sandwiches.

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Process Assembly Line UX Drivers/motivators 76

Highspot

NOVEMBER 1, 2022

Sales performance is affected by your enablement efforts, such as sales training or content management; sales productivity; your customer experience; your cross-functional alignment across sales and marketing team members; and your company culture. Always look for new ways to innovate on your product and surprise and delight your customers.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Hubspot

JANUARY 31, 2018

I’ve been selling for over 30 years, and it’s been a blast. Although it’s arguably more difficult to sell effectively in 2018, it’s easier for top performers to differentiate themselves. If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. Overselling the product.

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Cold Call Assembly Line Inside sales Sales 101

Partners in Excellence

SEPTEMBER 3, 2016

Buy ‘em for 7 cents, sell ‘em for 10 cents. 6) Operations department intern: I worked for Delphi, a General Motors supplier, pulling data out of their production scheduling system and running it through a spreadsheet with Visual Basic scripts I built to then put the output back into the production system. kept job four years).

Electricity 49

Electricity Assembly Line Networking Up-sell 49

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 60