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. Win rates are plummeting.

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Assembly Line Customers Tradeshows Manufacturing 125

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. And assembly line process started to emerge.

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Assembly Line GTM Minimum Viable Product Non-Profits 77

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.

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Manufacturing Assembly Line Technique Quota 71

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.

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Assembly Line Customers Manufacturing Objectives and Key Results 61

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.

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Conversion Sell Manufacturing Healthcare 71

Partners in Excellence

JUNE 30, 2023

Yet we insist on using the same old models, techniques, and approaches. It’s tantamount to my brushing the dust off that use by 12/2004 can and polishing it up. Whether it’s specialization in how we move our customers through the “sales assembly line.” ” The world has changed!

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Assembly Line High impact Quota Technique 62

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.

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Assembly Line Sales Appointment Up-sell 52