Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. It’s part of my series of articles about “Things We Thought We Understood About Selling But Really Didn’t.” ” Apologies, the article was rather long, but the selling process is so important. The reality is, however, very different.

Process 133

Process Manufacturing Legal Up-sell 133

Partners in Excellence

MAY 29, 2025

These are the companies that sell the basic materials, components, parts that go into the products we buy (these can be physical products or software products). Whether we are embedded in their products, in their manufacturing lines, in their operations, and how they do their work. This is what I call the embedded product companies.

Real Estate 81

Real Estate Healthcare GTM Construction 81

Salesforce

DECEMBER 20, 2024

When I used to work for a construction manufacturer, we had to engage with various personas. Contracts expire and requirements change as companies scale thats the world we live in. Show how your expertise and technology is evolving, and they’ll reconsider you when their needs change or contract expires.

B2B 59

B2B Contract Cross-sell Construction 59

Partners in Excellence

FEBRUARY 17, 2015

There are 1000’s of articles about transactional selling. The collective wisdom of most of those posts can be summarized as follows: “Transactional selling sucks!” Others say that it is all going the way of the web and e-procurement, so there is really no “selling opportunity.” ” It does!

Contract 111

Contract Cross-sell Manufacturing Price 111

Partners in Excellence

AUGUST 25, 2023

This is where we sell components or materials that are embedded into the products our customers manufacture. The revenue occurs once the customer starts manufacturing and shipping their products. The initial contract may be for a certain project. The most obvious is maintenance/warranty contract.

Manufacturing 116

Manufacturing Contract Represent Service 116

Miller Heiman Group

SEPTEMBER 24, 2019

Manufacturing sales leaders need insight into your organization’s sales funnel in order to accurately manage the pipeline. A strong funnel management plan is one that uses your pipeline to guide decisions about your daily sales activities, strategies and selling time spent in order to achieve both short-term and long-term goals.

Manufacturing 55

Manufacturing Contract Pipeline Drivers/motivators 55

Partners in Excellence

APRIL 18, 2013

We may measure them on retention, we may have goals for growing the business with our existing customers through cross sell, upsell, expanding our relationships. The legal department creating contracts that are unreadable or make every problem the “customer’s risk.” We hold sales responsible for customer retention.

Customers 123

Customers Manufacturing Cross-sell Legal 123

Miller Heiman Group

JULY 30, 2019

In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. Yet many manufacturers struggle to coach their sellers on how to identify these buying influences.

Manufacturing 61

Manufacturing Government Finance Sales 61

Partners in Excellence

APRIL 29, 2014

But shouldn’t we really be talking about Innovation in selling, marketing, or business. Toyota’s manufacturing innovation (decades ago) was less in manufacturing technology, but in putting the power to stop the line in the hands of workers. I have a clutter of apps downloaded, used a few times then abandoned.

Technology 115

Technology Technology Manufacturing Contract 115

Martech

FEBRUARY 7, 2025

For example, a manufacturing company investing heavily in software to transition into the SaaS space faced resistance from its sales team. The best examples weve seen involve professionals who combine marketing expertise, consultative selling skills and a dedication to their customers’ success. How long will it take?

GTM 78

GTM B2B Drivers/motivators Manufacturing 78

Sales Hacker

DECEMBER 3, 2021

Strategic partnerships and joint ventures are similar concepts, but there is one major difference: A joint venture is formal and has a contract while a strategic partnership is more informal and does not necessarily need a contract. A sophisticated way to grow your business is by licensing products for other companies to manufacture.

Strategic partnership 116

Strategic partnership Profit margin Manufacturing Contract 116

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. When creating enterprise contracts, I have sat down for upwards of 45 minutes just double-checking the math on the many line items. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Sales Hacker

SEPTEMBER 23, 2021

A channel partner is a company that sells products and services for a technology manufacturer or vendor. Channel partners basically onboard other people to sell your product for you. In the tech world, massive enterprise companies have entire sales channel departments who sell outside technology solutions to their clients.

Commission 117

Commission Manufacturing Negotiate Contract 117

Hubspot

APRIL 23, 2025

Every joint venture is built on a contract that spells out how things work. They sell my pastries, I promote their coffee beans, and suddenly, were both growing. Honda gets a steady supply of high-quality battery modules, while LG secures a long-term manufacturing partner. Say I own a bakery. in an Ohio battery plant.

X-functional 56

X-functional Manufacturing Government Non-Profits 56

Miller Heiman Group

SEPTEMBER 17, 2019

Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. Furthermore, some manufacturers fail to nurture relationships with indirect channel sellers to provide the skills and resources they need to effectively sell your solution. Enable Indirect Channels.

Manufacturing 50

Manufacturing Territory Technique Sales 50

Sales Pop!

JULY 5, 2023

If you’re buying new, the manufacturer’s warranty will cover any faults or issues. Certain brands and models tend to hold their value better than others, which can be an important factor if you plan to sell or trade-in your car in the future. Aftercare and Warranty Finally, consider the aftercare package and warranty.

Electricity 130

Electricity Finance Negotiate Contract 130

Sales Hacker

APRIL 15, 2021

A lot of great SDR leaders tell their team to sell the meeting with the AE, not the whole product. Rave to them about how much your product will help them and how great it is only to tell them that they’re going to have to sign a contract and commit to a 365-day contract before logging in even once.

A/B testing 141

A/B testing Contract Sales Closing 141

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details.

Inside sales 130

Inside sales Cold Call Contract Price 130

Partners in Excellence

MAY 25, 2024

SaaS has invented this metric that represents a contracted future revenues. This represents contracted orders for future delivery. Perhaps the product hasn’t been built or shipped, perhaps it was contracted to be delivered at a certain time. That’s fair. Perhaps the services have not been delivered.

Assembly Line 77

Assembly Line Manufacturing Contract Represent 77

Salesforce

JANUARY 31, 2023

According to Forbes , unplanned downtime due to equipment failure costs industrial manufacturers more than $50 billion annually. We are also seeing organizations moving away from simply selling products and services to focusing on making their customers successful. This makes the service provider a strategic partner to their customers.

Service 98

Service Manufacturing Contract Electricity 98

Adaptive Business Services

JANUARY 1, 2025

However, take away one large contract, and it was mediocre at best. One large contract and very few new clients. Custom signage is custom manufacturing and, from experience, the processes are all very similar so add that to the mix. What will 2025 look like? Id be happy with this years dollar total. That would fall on me.

Referrals 62

Referrals CRM Non-Profits Contract 62

Partners in Excellence

JULY 12, 2014

What is the contracting/procurement process like when they do agree on our decision, how long does that take? We arrive at this collaboratively early in the selling/buying process. I worked with a client that provided manufacturing equipment to Consumer Package Goods companies. We understand the deadlines, and sense of urgency.

Closing 115

Closing Manufacturing Objectives and Key Results Pipeline 115

Sales Hacker

JUNE 24, 2025

Steven Farnsworth: And the number of people who come up really excited about Gaiia, but are in year three of a 15 year contract, or a 10 year contract is shocking. And the number of people who come up really excited about Gaiia, but are in year three of a 15 year contract, or a 10 year contract is shocking.

GTM 69

GTM Legal Contract Go To Market 69

Salesforce

MARCH 13, 2023

Skill up your sales team, fast Our new four-part video series, Simply Put, pulls back the curtain on the rock-star sales team at manufacturer Armstrong Steel. Watch now At Armstrong Steel — where we sell and manufacture steel buildings — we’re doing everything we can to get ready for new kinds of selling.

Manufacturing 98

Manufacturing Cold Call Sales Contract 98

Salesforce

JUNE 15, 2022

You’ll continue to sell products in the physical world and on websites like Amazon or Target (Web1) and promote them on social media (Web2), but you can also sell NFTs in new digital-first marketplaces like the metaverse (Web3), likely in your own branded store. Consumers can even “ rent ” your NFT to use in games and other activities.

Customers 98

Customers Intrinsic Contract Represent 98

Partners in Excellence

NOVEMBER 29, 2018

The other day, I published a post, “ Are Traditional Selling Skills Even Relevant Anymore? In many cases, these people have a bonus element, such as achieving certain new product goals, manufacturing deadlines, and so forth. Manufacturing has complex supply chain management, outsourcing and other relationships.

Conversion 81

Conversion Customers Manufacturing Finance 81

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms.

Cross-sell 107

Cross-sell Contract Price Finance 107

Understanding the Sales Force

MAY 9, 2014

Understanding the Sales Force by Dave Kurlan When most sales bloggers write about selling, we almost always discuss direct B2B sales. Ignored in all of these articles are those clients and companies that sell through channels. Some channel salespeople simply sell to the channel and the channel does all of the work.

Retail 91

Retail Territory Manufacturing Contract 91

Miller Heiman Group

AUGUST 27, 2019

Buyers demand more from sellers than ever before—and that’s just as true in manufacturing as it is for other industries. As the process buyers use to make purchase decisions continues to evolve, manufacturers need to change how they find and engage with the right buying influences. What This Means for Manufacturers Like You.

Manufacturing 63

Manufacturing Contract Sales Strategize 63

Partners in Excellence

FEBRUARY 10, 2020

We believe if only we could reach these individuals, we can wear them down or convince them to buy what we are selling. Yes, I do have to deal with the people trying to sell us maintenance services, only because there is no one in the company that I can delegate it to.). We have to sell to all of them.

Manufacturing 104

Manufacturing Government B2B Sell 104

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Search Engine Land

JANUARY 6, 2023

Google Manufacturer Center adds rich content, deeper analytics, expands availability. 2019: A new “From the manufacturer” section in Google Shopping product pages could feature brand-supplied rich content. Google Confirms Layoffs Of Contract Employees. Google’s Rich Results testing tool now supports code editing.

Sports 114

Sports Gambling Manufacturing Launch 114

Salesforce

DECEMBER 4, 2023

Here’s an example: Joy’s Toys, a toy manufacturer, is focused on growth but doesn’t have a clear target KPI for lead generation that incentivizes reps to keep their pipelines full. Annual contract value (ACV) What it measures: The average sales amount of a customer contract over the course of a year.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

ClickFunnels

SEPTEMBER 19, 2021

I wanted to sell my car quickly for cash and so I Google searched for “sell my car for cash” and clicked on this result…. I sold my car for a good price, Kelley Blue Book got paid for the lead, and the dealership will surely make some money off the deal when they sell — win, win, win. That’s how lead generation businesses work.

Lead generation 173

Lead generation Real Estate Niche Clients 173

Sales Hacker

JUNE 2, 2020

Of those positions, 10% are contract or part-time sales roles. Simply put, the gig economy is the name given to the rising trend of people working freelance or for short-term contracts. Electronic component and product manufacturing sales professionals, for example, can make more than $200,000 annually. What Is the Gig Economy?

Contract 79

Contract Drivers/motivators Manufacturing Consult 79

Partners in Excellence

MAY 16, 2024

Of if you look at a large capital equipment manufacturer, they are constantly bringing in new purchases every month, evening out revenue flow. “We get our customers to renew their subscriptions at the end of each contract period, we keep customers for a much longer time, creating more predictable revenue.

Contract 87

Contract Manufacturing Up-sell Service 87

Partners in Excellence

JUNE 28, 2012

Just like a manufacturing system, high performance sales requires understanding how all the components (people, process, programs, tools, incentives/metrics, training, etc.) We neglect all the other elements of their experience, failing to leverage them in selling and the ongoing relationship. I could go on and on. all interrelate.

Manufacturing 103

Manufacturing Sales Contract CRM 103