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

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 119

Technology Technology Manufacturing Contract 119

Martech

FEBRUARY 7, 2025

Your technology might give you a temporary edge, but competitors will catch up. For example, a manufacturing company investing heavily in software to transition into the SaaS space faced resistance from its sales team. Back it up with a human touch. Your customer base is the single greatest determinant of your future success.

GTM 75

GTM B2B Drivers/motivators Manufacturing 75

Hubspot

APRIL 23, 2025

Unlike acquisitions, they let businesses share resources without giving up control. Every joint venture is built on a contract that spells out how things work. Instead of taking on the cost and complexity of a full acquisition or building from the ground up, they team up simply because its just more practical at times.

X-functional 56

X-functional Manufacturing Government Non-Profits 56

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. Theyre also armed with up-to-date information whenever they speak with a prospect, enabling them to provide the best experience and customer service.

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

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.

Inside sales 130

Inside sales Cold Call Contract Price 130

Sales Hacker

APRIL 15, 2021

We had just seen Machu Picchu (a place which lives up to EVERY ounce of the hype. We’ll likely pick up another 10-20% this month, but the majority comes from that first call. A lot of great SDR leaders tell their team to sell the meeting with the AE, not the whole product. so that they can manufacture urgency.

A/B testing 141

A/B testing Contract Sales Closing 141

Salesforce

JANUARY 31, 2023

According to Forbes , unplanned downtime due to equipment failure costs industrial manufacturers more than $50 billion annually. Proactive service can help ease this pressure and sets you up for success. With these contracts in place, you’re focusing on the success of the customer and aligning field service operations to deliver that.

Service 98

Service Manufacturing Contract Electricity 98

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. Sure things happen, stuff comes up.

Closing 118

Closing Manufacturing Objectives and Key Results Pipeline 118

Partners in Excellence

MAY 25, 2024

SaaS has invented this metric that represents a contracted future revenues. And ARR can go up or down. 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. It only involves cash flow.

Assembly Line 77

Assembly Line Manufacturing Contract Represent 77

SaaStr

JANUARY 21, 2020

While one enterprise can be a large source of revenue, that revenue typically comes from many different departments, geos, and other groups who make up the buyers within that account. Myth #4 – Selling with partners is risky. Manufacturing systems connect with customer service. Human Resource systems connect with Finance.

Sell 110

Sell Manufacturing Finance Contract 110

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. However, I made up for that with additional support for existing clients. Custom signage is custom manufacturing and, from experience, the processes are all very similar so add that to the mix.

Referrals 62

Referrals CRM Non-Profits Contract 62

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

With Salesforce’s NFT Cloud pilot, businesses can create deeper loyalty with customers and their community while setting up secure marketplaces. People can buy or earn NFTs to hold in a digital wallet or to sell or trade. For example, NFTs contain smart contracts that govern their use and can be set to execute at a certain point.

Customers 98

Customers Intrinsic Contract Represent 98

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

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

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

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. 2015: Torrent Freak study reveals the number of Google’s takedown notices were up 75% from 2013.

Sports 114

Sports Gambling Manufacturing Launch 114

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

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

Sales Hacker

JUNE 17, 2025

And then they’re going to expend who they sell to, so what stakeholders they kind of sell to, and they’re gonna eventually kind of fork out of that workflow. So you know, Procore, we started selling to the general contractor. We [00:09:00] called out, we wanted to sell to owners. That goes up to the insurer.

GTM 80

GTM Customers Construction X-functional 80

Partners in Excellence

JUNE 28, 2012

Marketing could be implementing a perfect lead development programs, but could be overwhelming sales who don’t have the ability to follow up the leads. Just like a manufacturing system, high performance sales requires understanding how all the components (people, process, programs, tools, incentives/metrics, training, etc.)

Manufacturing 107

Manufacturing Sales Contract CRM 107

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. Some have ups and downs, usually not precipitous, but we see the same in SaaS models. We get it every month for the contract period, so it is RECURRING!”

Contract 87

Contract Manufacturing Up-sell Service 87

Sales Hacker

JUNE 2, 2020

Many workers have recently found themselves unemployed or under-employed due to the lockdown and are turning to the gig economy to make up lost income. 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.

Contract 79

Contract Drivers/motivators Manufacturing Consult 79

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Annual contract value (ACV) The average annual revenue generated per customer contract.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Hubspot

MARCH 2, 2018

"I don't want to get stuck in a contract.". I'm locked into a contract with a competitor.". "I I can't sell this internally.". Your product doesn't work with our current set-up.". Prospects typically end up more convinced than ever of their position; worse, salespeople lose the trust and rapport they’ve built up.

Objection handling 101

Objection handling Contract Prospecting Up-sell 101

Hubspot

JUNE 8, 2022

It's summertime, and the living is easy — but the selling is hard. Industries with the most significant growth include Leisure and Hospitality (+44.7%), Manufacturing (+13.65%), and Trade, Transportation, and Utilities (+10.62%). Set up Google alerts for your prospects' companies to keep abreast of any major announcements.

Quota 88

Quota Construction Manufacturing Transportation 88

Hubspot

APRIL 12, 2021

When it comes to sales, some might think the only difference between sales roles is the product you’re selling. As your clients start to get more complex and their contracts become more valuable, you may notice your sales cycles lengthening and becoming more complicated in service of procuring larger, more valuable deals.

Contract 81

Contract Sales Retail Price 81

Hubspot

JANUARY 9, 2019

People need to buy and sell property, and they need experts to help understand and manage the transactions. Between the various laws, paperwork, and best practices, there’s a lot that goes into buying and selling property. The seller’s agent works exclusively with people selling real estate, such as a home or office building.

Real Estate 101

Real Estate Negotiate Contract Commission 101

Hubspot

NOVEMBER 5, 2019

If you’re in the business of selling to other businesses, the competition to land the sale can be fierce. Knowing how best to position your offerings in a reverse auction process can be an effective and efficient way to sell to other companies. Government contract bids. Manufacturing. Technology services.

Government 74

Government Manufacturing Contract Price 74

PandaDoc

SEPTEMBER 17, 2024

Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line. PandaDoc As an all-in-one document management solution , PandaDoc helps businesses of all sizes streamline their sales proposals, quotes, contracts, and more.

Contract 98

Contract CRM Legal Sales 98

SBI

NOVEMBER 2, 2017

For Sales teams, Model N solutions streamline the Quote to Cash process with smart selling solutions like CPQ and Contract Lifecycle Management, designed to shorten sales cycles and maximize deal value. Nancy: What are the symptoms that indicate an organization would benefit from your solution?

Cross-sell 52

Cross-sell Finance Contract Legal 52

Sales Hacker

JUNE 3, 2021

What I needed was a B2B CRM software that allowed me to collect information about the prospect; qualify them based on their company and role; and send follow-ups to upsell them. B2B clients are purchasing your products to use in their manufacturing process (e.g. automobile parts to repair cars), to sell to their customers (e.g.

B2C 97

B2C CRM B2B E-commerce 97

PandaDoc

MAY 12, 2025

For businesses, selling to buyers with high price sensitivity usually means operating in more competitive environments where even minor pricing missteps can impact market share. Similarly, brands that offer long-term commitment lock-ins can reward customer loyalty with up-front discounts.

Price 52

Price A/B testing Non-Profits Legal 52

Hubspot

JANUARY 26, 2023

If you become a digital entrepreneur, you’ll find many opportunities to work your way up. Get ready to learn about healthcare, contracts, and accounting — all of which have their own departments in larger companies. Determine what you’re selling, who you’re selling to, and why it’s something people would want.

Finance 87

Finance Niche Legal Manufacturing 87

Hubspot

OCTOBER 16, 2013

When you join Pinterest, you automatically sync up with your connections from other social media networks, enabling you to avoid the cold-start syndrome of having to build a community from scratch. The firm also built a great foundation for future growth, climbing to the number-one rank on Google for nearly all of the products it sells.

Manufacturing 78

Manufacturing Campaign Transportation Hospitality 78