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. And just like consumer products, mass marketing techniques were used to make customers aware of products. And assembly line process started to emerge.

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. We cannot manage or control the variation!

Manufacturing 68

Manufacturing Assembly Line Technique Quota 68

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. Sellers have, blindly, applied “manufacturing” technique to managing their selling process.

Assembly Line 90

Assembly Line Customers Tradeshows Manufacturing 90

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 68

Conversion Sell Manufacturing Healthcare 68

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?

Original Equipment Manufacturer 52

Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

Partners in Excellence

JANUARY 5, 2023

Come up with more “clever” sequences and techniques, cast a wider net. Our sequences, our assembly line techniques for herding through processed that are optimized for us will fail! The temptation is to do what we’ve always done, the only thing many sellers know, do more!

Customers 102

Customers Assembly Line Commission Manufacturing 102

Partners in Excellence

MARCH 19, 2021

Dr. Stephen Covey’s fifth habit, “Seek first to understand, then to be understood,” is a fundamental principle of selling and leadership, yet it is rare that I see this principle exercised. They are not widgets to be passed from sales specialist to sales specialist down our sales assembly line.

Assembly Line 90

Assembly Line Drivers/motivators Technique Sell 90