ClickFunnels

JUNE 18, 2021

The post 5 Ways To Increase Sales Online For A Small Business appeared first on ClickFunnels. Wondering how to increase your online sales? Ready to start making more sales than ever? 1 Create a Sales Funnel. 1 Create a Sales Funnel. Here’s the big picture view of it: Top of the sales funnel (ToFu): Target audience.

Minimum Viable Product 228

Minimum Viable Product Assembly Line Niche Sales 228

Partners in Excellence

SEPTEMBER 24, 2018

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.

Assembly Line 111

Assembly Line Sales Process Account management 111

Partners in Excellence

SEPTEMBER 29, 2023

” Again, managers are so caught up in running the business, they forget the business is really about people working with people. Sadly, we have adopted a mechanistic view of business–particularly in selling and management. Those assembly lines are failing! I ask, “How do you feel about your job?

Assembly Line 140

Assembly Line Trust Up-sell Start-ups 140

Partners in Excellence

APRIL 12, 2023

There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. As a result, sellers are playing a losing game of catch up. Sales cycles are extending.

Assembly Line 124

Assembly Line Customers Tradeshows Manufacturing 124

Partners in Excellence

OCTOBER 30, 2020

” “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? I can see them harvesting email addresses from all sorts of sites, so they can broadcast to sales people.

Prospecting 110

Prospecting Customers Assembly Line Education 110

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. What does a sales department do? What are the types of sales organizations? SALES OPERATIONS.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Partners in Excellence

MARCH 9, 2020

We map the buying process, ending up with something that resembles Gartner’s famous “spaghetti” charts. They are confronted with confusing information, conflicting data, sales people trying to be “helpful,” yet who seem more interested in their own goals than the buyers.’ ’ Buying is personal.

Sell 91

Sell Assembly Line High impact Up-sell 91

Partners in Excellence

MAY 23, 2024

Rather than paying up front for a license, people could pay on a monthly basis for a subscription. Since the target customers, initially, for these tools were individuals and small teams, the methods others had used in consumer product selling were adapted. When customers said tell me more, the sales process was usually pretty short.

Assembly Line 78

Assembly Line GTM Minimum Viable Product Non-Profits 78

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. We outlined specific tasks/metrics for marketing, pre-sales, sales development, etc.

Assembly Line 78

Assembly Line Manufacturing Contract Represent 78

Partners in Excellence

OCTOBER 15, 2021

We redesign knowledge work, emulating the principles of the industrial assembly lines of the past. We chop up work, creating assembly lines where knowledge workers focus on perhaps the functional equivalent of tightening a bolt. them passing the work to the next person in the knowledge worker assembly line.

Assembly Line 78

Assembly Line Manufacturing Government Up-sell 78

Partners in Excellence

NOVEMBER 27, 2018

In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s.

Sell 108

Sell Objection handling Assembly Line Territory 108

Partners in Excellence

OCTOBER 13, 2021

For example, no self respecting sales person/manager would find a 20% win rate acceptable. Or we wouldn’t accept average deal values that are significantly lower than our peers, or sales cycles that are significantly longer. So this is a roundabout way to get to my next #B2BPetPeeves, sales/manager turnover and attrition.

Assembly Line 107

Assembly Line Quota Prospecting Up-sell 107

Hubspot

JANUARY 31, 2018

I’ve been selling for over 30 years, and it’s been a blast. I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. The first thing you need to do?

Cold Call 101

Cold Call Assembly Line Inside sales Sales 101

Partners in Excellence

FEBRUARY 1, 2017

Recently, I was having a conversation with Robert Racine about the state of sales management. During the discussion, he mentioned, almost in passing, that too many Sales Managers are becoming Zombies–that is acting purely on autopilot, rather than thinking, evaluating, engaging. But something has changed in selling.

Assembly Line 74

Assembly Line Quota Sales Construction 74

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. There were however, some limitations to this.

Manufacturing 71

Manufacturing Assembly Line Technique Quota 71

Sales Hacker

MARCH 17, 2021

Strict sales volume does go a long way in achieving long-term revenue growth, but processes and cross-department alignment are what allow sales volumes to scale in the first place. In a traditional business framework, marketing, sales, and customer success are siloed. Here’s how this might look for sales and marketing: Sales.

Growth 114

Growth Assembly Line Cross-sell Engineering 114

Partners in Excellence

MARCH 31, 2017

We design our organizations to be lean mean selling machines. Each step of our sales process is optimized to maximize the results our sales people get. We recognize different skills and capabilities are needed in different stages of the sales process. Sales people move nimbly from tool to tool to tool.

Assembly Line 73

Assembly Line Manufacturing Account management B2B 73

Hubspot

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Sales is an inherently competitive field. Let's dive in.

Assembly Line 81

Assembly Line Objectives and Key Results Construction Commission 81

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.

Sell 81

Sell Assembly Line Manufacturing Up-sell 81

PandaDoc

OCTOBER 14, 2020

Writers have a style guide, salesmen have a sales playbook , and you should have a central tenet of information. It serves to free up time and remove barriers that lead to more efficient and higher-quality work. Even if you do dig out the info, there is no guarantee that it will be up to date. Souce: GovLoop.

Process 139

Process Teamwork Assembly Line Transportation 139

Partners in Excellence

JUNE 6, 2017

As I mentioned in my prior post , there are a lot of people promoting the application of Lean Manufacturing principles in sales. In sales and marketing, we tend, however to be driven by the opposite, we are focused on today, this week, this month, this quarter. The sales process is fundamental.

Manufacturing 77

Manufacturing Assembly Line Sales Process 77

Partners in Excellence

NOVEMBER 8, 2019

Part of the reason is I’ve been consumed with doing my “day job,” which is helping clients drive higher levels of sales performance than they have ever experienced. But the past couple of weeks, I’ve been in a bit of a dark place on the “state of selling.”

Assembly Line 84

Assembly Line Trust Consult Up-sell 84

Partners in Excellence

DECEMBER 4, 2016

I’ve always thought sales is more science than art. 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. The problem is, customers are not widgets.

Assembly Line 55

Assembly Line Customers Manufacturing Objectives and Key Results 55

Partners in Excellence

APRIL 18, 2017

For some weeks, I’ve been on the war path about emerging trends in sales. 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.

Assembly Line 64

Assembly Line Sell Customers Up-sell 64

Gong.io

APRIL 28, 2021

Picture this: You’re a software sales rep and you gave a stellar demo to your customer’s CFO. And you’re a sales professional, not a financial wiz. Our solution can save your reps 30% in admin time, so they’ll have more time to sell (really?), will sell more (really??), and will get your revenue up by 30% (really???). .

Assembly Line 71

Assembly Line Manufacturing Drivers/motivators Strategize 71

Sales Hacker

MARCH 3, 2021

Isn’t it ultra-satisfying to watch a perfectly automated factory assembly line? Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. The very first impression of a customer with a business is usually with their marketing and sales teams.

Process 98

Process Assembly Line Drivers/motivators UX 98

SalesLoft

AUGUST 2, 2018

If you have an active imagination, the term “sales automation” can conjure a variety of images. 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. Unfortunately, sales automation has nothing to do with an army of tiny robots. (I

Assembly Line 52

Assembly Line Sales Appointment Up-sell 52

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. What exactly is sales AI? What is sales AI?

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

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. One way to get there is through something called "competitive benchmarking" — the process of looking externally to see how your business stacks up against your competitors and industry standards.

Manufacturing 77

Manufacturing Assembly Line User Experience Gaming 77

Partners in Excellence

APRIL 5, 2023

I just listened to an outstanding webcast on the future of selling, conducted by four close friends. I am a student of their work, they are among the smartest thinkers about selling I’ve ever met. It seemed, unconsciously, the conversation around selling gravitates to SaaS selling.

Conversion 71

Conversion Sell Manufacturing Healthcare 71

Highspot

MARCH 30, 2021

But what happens when your sales performance has stagnated? A number of factors can affect whether or not your sales team can close deals. Using the tested tips below, you can assess your approach to sales – and ensure your team is set up for success. We’ll be covering: What factors affect sales performance.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

Partners in Excellence

AUGUST 29, 2016

We often talk about relationships in sales, saying relationships matter. 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.

Assembly Line 55

Assembly Line Customers Trust CRM 55

Lead Fuze

DECEMBER 31, 2021

In this article, we provide insights on how to build a product sales organization structure that yields results. We talk about optimal sales organixation structures of teams in your company. First, it is important that sales team structure roles are clear; second, it ensures successful achievement of both parties’ expectations.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Partners in Excellence

SEPTEMBER 3, 2016

Buy ‘em for 7 cents, sell ‘em for 10 cents. Chris Palmi sano, Vice President, Global Sales And Marketing, Khorus. We would weigh one component on a scale, then weigh all the other components together, do a little math, and come up with a quantity. We were optimizing the flow of materials to and through assembly lines.

Electricity 55

Electricity Assembly Line Networking Up-sell 55

Partners in Excellence

JUNE 30, 2023

”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.” It’s tantamount to my brushing the dust off that use by 12/2004 can and polishing it up. Sales takes those opportunities moving them into orders.

Assembly Line 62

Assembly Line High impact Quota Technique 62

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

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!” A terrific strategy for driving product line growth.

Sell 52

Sell Territory Assembly Line Manufacturing 52