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.

Sell 87

Sell Assembly Line Manufacturing Up-sell 87

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. The people impacted are those that trusted management and do the work management directed. Our people have become replaceable widgets as well.

Assembly Line 147

Assembly Line Trust Clients Technology 147

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 80

Assembly Line SQL Trust Sales 80

ClickFunnels

JUNE 18, 2021

Our co-founder, Russel Brunson, has developed a sales funnel model called The Value Ladder, which we believe is the most effective way to sell online. This sales funnel model is so effective because you are gradually increasing commitment as you are building trust. Here’s how it looks like: It has four stages: Bait.

Minimum Viable Product 228

Minimum Viable Product Assembly Line Niche Sales 228

Partners in Excellence

APRIL 18, 2017

The focus in much of our discussions on selling is about us–sales people. We have highly focused roles, each role focuses on it’s job in the sales process, once complete, the widget–I mean customer, is passed to the next function, then the next, then the next… on down the sales assembly line.

Assembly Line 69

Assembly Line Sell Customers Up-sell 69

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. And they are emotional.

Assembly Line 79

Assembly Line Manufacturing Account management B2B 79

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 77

Assembly Line Manufacturing Government Up-sell 77

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. Trusting them to do so.

Assembly Line 87

Assembly Line Trust Consult Up-sell 87

Highspot

JULY 31, 2020

After all, you wouldn’t put a new recruit in charge of your enterprise accounts; similarly, a rep with deep experience in healthcare would probably struggle to sell into tech. There are three main models for sales teams: the assembly line, the pod, and the island. The Assembly Line. Is not suited to scale.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Partners in Excellence

SEPTEMBER 9, 2018

Often, these are those with the assembly line version of selling, optimizing our process, treating the customer as a widget they move through the process—lead, SDR, Demo, Account Manager, Specialist, Customer Experience Team… The customer is an object upon which we execute our selling process, working the numbers.

Assembly Line 92

Assembly Line Account management Gaming Sell 92

Partners in Excellence

OCTOBER 13, 2021

And, while I will contradict my opening premises, too much of the time, in seeking “predictable revenue,” we treat every aspect of selling as laws etched in granite. They recognize the real value in the organization has nothing to do with what they sell, or the tools, programs, processes, and so forth.

Assembly Line 107

Assembly Line Quota Prospecting Up-sell 107

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 59

Assembly Line Customers Manufacturing Objectives and Key Results 59

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. Trusting opinion more than data. Having a goal of selling more is great, but what will actually allow you to sell more? The problem?

Growth 113

Growth Assembly Line Cross-sell Engineering 113

Partners in Excellence

DECEMBER 5, 2019

We pitch our products, we manage customers to fit into our selling process, we move customers through our sales assembly line because it is more efficient for us, though perhaps not helpful to what the customer is trying to do. How we engage the customer, how we develop empathy, trust, how much we care and demonstrate that care.

Assembly Line 76

Assembly Line Territory High impact Technology 76

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. How do we build trust across our organizations? Instead, we focus on our efficiency in handling the customer.

Assembly Line 59

Assembly Line Customers Trust CRM 59

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.

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? 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.

Process 93

Process Assembly Line Drivers/motivators UX 93

Hubspot

SEPTEMBER 22, 2011

Brian is regularly referenced in popular books including Chris Brogan's Trust Agents and Seth Godin's Linchpin. They have a product to sell.". He runs Copyblogger.com , an awesome copyblogging, copywriting, and SEO tips and tricks blog that frequently makes the AdAge Top 150. How to write for both search engines and humans.

Assembly Line 77

Assembly Line Click Through Rate Engineering Presentation 77

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 don’t take the time to build relationships and trust. We view the process as a transaction, moving the customer from person to person on our sales assembly lines.

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

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. We were working with a customer who had an assembly line and they had a couple stations along their assembly line. Transcript. podcast at Spiro.ai/podcast

Sell 52

Sell Manufacturing Assembly Line Technology 52

Sales Hacker

MARCH 4, 2025

I think Calendly, it’s one of those blessings and a curse where you can sell into all different parts of the organization, really, like everyone has meetings, everyone needs to schedule their, their day in their life. Without fear and there’s, there’s trust built, built in. So I think at like a sauna. and comfort.

GTM 71

GTM X-functional Start-ups Campaign 71

Gong.io

SEPTEMBER 29, 2022

After all, some jobs have already been replaced by AI and robotics ( assembly lines come to mind). And at the end of the day, you’re selling to a person. AI can analyze reams of data and identify patterns, but it can’t build those relationships or establish trust with prospects for you. . It’s a valid question. .

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

Lead Fuze

JANUARY 2, 2024

Pinpointing who needs what you’re selling means getting cozy with data—because gut feelings won’t cut it here. This kind of interactive approach fosters trust between brand and consumer leading up towards increased sales—not bad for some clever coding.

Lead generation 52

Lead generation A/B testing Cold Call Technique 52

Partners in Excellence

JULY 12, 2024

I was listening to a webcast recently and the “new” concept of “Relationship” selling came up. Apparently the speakers were noticing the fact that to develop trust and confidence with our customers, we have to build some sort of relationship. While it may not seem so, I’m terribly introverted.

Sell 143

Sell Assembly Line Trust Up-sell 143

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. Imagine I am selling you an amphibious vehicle. We neglected to figure out — in advance or in discovery — if what we are selling is relevant or timely to the prospect. How did that make you feel?

Assembly Line 127

Assembly Line Intrinsic Prospecting Pitch 127

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].

Commission 102

Commission Quota Assembly Line Sales 102

Partners in Excellence

APRIL 4, 2017

What’s killing sales is sales people and leaders unwilling to do the work of selling! 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! We know and encourage buyers to self educate on the web.

Assembly Line 67

Assembly Line Sales Education Pitch 67

Spiro Technologies

JANUARY 18, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Steve Kingeter: And it’s a lot more diverse than frogs, trust me. Transcript. Adam Honig: Hello and welcome to Make it. Podcast at spiro.ai/podcast.

Manufacturing 52

Manufacturing Assembly Line Up-sell Engineering 52

Hubspot

JULY 18, 2016

Its narrow offerings were all produced in an assembly-line-style system. You want a trusted team with skin in the game at your side as you move into the implementation phase. The owner realizes that by blindly trusting Harry, he has put his business in serious jeopardy. Creating the vision will be the easy part.

Objectives and Key Results 57

Objectives and Key Results Clients Assembly Line Meeting 57

Partners in Excellence

FEBRUARY 15, 2021

We take them through the same standard “handling” as we engage them and move them through our selling process (forget they have their own buying processes and they struggle with it.). Selling is a human process. We use the same email campaigns, “Dear occupant or current resident,” they each say the same thing.

Assembly Line 86

Assembly Line Quota Pitch Meeting 86