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

Sell 113

Sell Objection handling Assembly Line Territory 113

Partners in Excellence

MAY 25, 2024

And ARR can go up or down. The underlying principles of all of these is an assembly line mentality in workflow design. In selling we looked at standardized work by starting to segment parts of the selling process. The greater the variation, the more likely the assembly line would fail to meet it’s objectives.

Assembly Line 77

Assembly Line Manufacturing Contract Represent 77

Highspot

JULY 31, 2020

Proactively thinking through how and why your sales organization is set up a certain way ensures that you are not only making strategic hiring decisions but that you’re putting your reps in position to thrive. Sales organization structure is important as it sets sellers up for success. The Assembly Line. The Island.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

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.

Assembly Line 78

Assembly Line Manufacturing Account management B2B 78

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. Cold calling.

Cold Call 101

Cold Call Assembly Line Inside sales Sales 101

Sales Hacker

MARCH 17, 2021

The reason they were such a good salesperson in the past is because they had the automation, infrastructure, and internal alignment in place to sell at a high rate. If a marketing campaign is not sending qualified prospects to sales teams, it’s worthless. The problem? This person doesn’t exist. Sales alone won’t scale revenue.

Growth 113

Growth Assembly Line Cross-sell Engineering 113

PandaDoc

OCTOBER 14, 2020

It serves to free up time and remove barriers that lead to more efficient and higher-quality work. It sets the business up for its next venture, it helps pinpoint the exact business partners you should be working with, and if done correctly, can help to minimize problems further down the road. So how do you free up their time?

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Process Teamwork Assembly Line Transportation 139

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. One begins to see images of assembly lines with customers on a conveyor belt moving from station to station.

Assembly Line 58

Assembly Line Customers Manufacturing Objectives and Key Results 58

Salesforce

AUGUST 20, 2021

Although many of us still think of robots on the assembly line as the typical agent of job displacement, AI has made advances in fields that many people never imagined were vulnerable to automation: Healthcare : Machine-learning algorithms can diagnose some types of cancer or perform common X-rays with better accuracy than human radiologists.

Assembly Line 98

Assembly Line Healthcare Education Technology 98

Gong.io

APRIL 28, 2021

Your financially savvy prospects will know how to translate them into money. . If you tell a prospect they’ll improve their win rate by 5%, be sure you can explain where that 5% figure comes from. Our solution can save your reps 30% in admin time, so they’ll have more time to sell (really?), will sell more (really??),

Assembly Line 71

Assembly Line Manufacturing Drivers/motivators Strategize 71

Hubspot

MAY 9, 2022

An effective team is rarely some undefined, "everyone for themself" chaos pit where reps are left up to their own devices when trying to collaborate. The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage. Clearly articulate how your sales process works.

Assembly Line 81

Assembly Line Objectives and Key Results Construction Commission 81

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. We complement that with the right content, theoretically nurturing the prospect to a certain “score.”

Assembly Line 58

Assembly Line Customers Trust CRM 58

Salesforce

MARCH 3, 2025

You have a complex, high-end prospect, and you know it will take finesse to close the deal. A Deal Desk is essentially an assembly line for sales, replacing the need for one person to switch between various types of tasks with a streamlined, repeatable process. Sign up now Thanks, you’re subscribed!

Legal 59

Legal Contract Finance Non-Profits 59

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. Which begs the question, what sales tasks should be automated so you can save time and focus on selling? Automation is one way you can allocate more time for core-selling activities.

Assembly Line 52

Assembly Line Sales Appointment Up-sell 52

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. They should never pick up the phone and make a prospecting call!” The concept of “team selling” arose.

Sell 55

Sell Territory Assembly Line Manufacturing 55

Partners in Excellence

NOVEMBER 2, 2022

The struggles have less to do with choosing what to buy, yet sellers tend to focus on what they are selling. We view the process as a transaction, moving the customer from person to person on our sales assembly lines. Sales Hasn't Changed, We're Just Leveraging Cool New… "Buyer's Remorse" Grows Up.

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Gong.io

SEPTEMBER 29, 2022

If you’ve ever used a smart assistant on your phone to ask a question, a chatbot to check up on an order, or social media to browse your feed, you’ve benefited from AI. But they’re not stopping there; they’re also leveraging sales AI to boost their bottom line. And at the end of the day, you’re selling to a person.

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. Need Help Automating Your Sales Prospecting Process? The Assembly Line. The goal is for prospects to be passed from one team member who specializes in their needs and can help them solve those problems.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Highspot

MARCH 30, 2021

Using the tested tips below, you can assess your approach to sales – and ensure your team is set up for success. Sales enablement is critical to ensuring salespeople are equipped to engage customers and prospects successfully. A number of factors can affect whether or not your sales team can close deals. Let’s get started.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

Highspot

NOVEMBER 1, 2022

Using the tested tips below, you can assess your approach to sales — and ensure your team is set up for success. Sales enablement is critical to ensuring salespeople are equipped to engage customers and prospects successfully. A number of factors can affect whether or not your sales team can close deals. Let’s get started.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Lead Fuze

JANUARY 2, 2024

That’s where automated lead generation steps into the spotlight, transforming those elusive prospects into tangible opportunities. That’s the power of automated lead generation—turning prospects into potential customers while you focus on closing deals. You may question if this is all an illusion.

Lead generation 52

Lead generation A/B testing Cold Call Technique 52

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. So we say go to aisle 15 and pick up three cans of beans or whatever slot it is, and get this item. Transcript. Adam Honig: Hello and welcome to Make it.

Sell 52

Sell Manufacturing Assembly Line Technology 52

Sales Hacker

AUGUST 12, 2020

This is the downside of the modern Sales Assembly Line — both buyer and seller feeling like a cog in the wheel. Instead we need to focus on using our own voices and words to send each prospect a unique message. Imagine I am selling you an amphibious vehicle. How did that make you feel? Like a piece of meat?

Assembly Line 128

Assembly Line Intrinsic Prospecting Pitch 128

Highspot

OCTOBER 16, 2024

Coach them, train them, and provide them with the tools to be successful Be agile with your sales strategy, don’t wait for your yearly SKO to change things up What Is Sales Performance? High-performing reps usually dedicate more time to direct interaction with prospects—about an extra hour per week compared to their peers.

Closing 92

Closing Objectives and Key Results Quota Sales 92

Partners in Excellence

JUNE 27, 2024

For some reason, there’s a huge attraction to applying “manufacturing techniques” to selling. Second, it always produces the same outcome (manufacturing experts will quibble, but we do design manufacturing lines to produce zero defects.) Ideally in an efficient line, their is no build up of inventory between steps.

Manufacturing 62

Manufacturing Assembly Line Sell Up-sell 62

Sales Hacker

FEBRUARY 1, 2022

The role of prospecting in a world without SDRs. Why prospecting sits apart from sales [6:59]. 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. Why prospecting sits apart from sales [6:59].

Commission 103

Commission Quota Assembly Line Sales 103

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?” The mindless focus on volume/velocity.

Sell 91

Sell Assembly Line Up-sell Cold Call 91

Martech

NOVEMBER 18, 2022

The assembly line. Of course, you can always choose to scale up over time, but in today’s ultra-competitive world, that can be a huge mistake. Remember that rebranding aims to showcase your brand’s strengths in the market and sell more products or services. Others include: The automobile. The airplane.

Assembly Line 128

Assembly Line Launch Real Estate Electricity 128

Hubspot

JULY 18, 2016

Its narrow offerings were all produced in an assembly-line-style system. Immediately, Kroc envisioned opening up a thousand of these little restaurants across the country. If the process for running that first restaurant only lived in the McDonald brothers' heads, there would be no system to sell across the country.

Objectives and Key Results 57

Objectives and Key Results Clients Assembly Line Meeting 57