Martech

JULY 22, 2024

I follow it up with, “Give numbers meaning by putting them into context.” Responding to the perplexed look of those ready to work on the planes, he explained, “What you really want to do is armor up the areas that, on average, don’t have any bullet holes. Did all the phrases that moved up include branded terms? The result?

Campaign 124

Campaign Manufacturing Technique Presentation 124

Sales Gravy

JUNE 19, 2025

When a customer churns, you lose all potential referrals, upsells, and cross-sells they could have generated. The Trust Equation That Changes Everything Most salespeople think selling is about convincing, but selling is about connecting. When you rush a prospect, you're telling them their decision-making process doesn't matter.

Commission 69

Commission Cross-sell Manufacturing Pitch 69

Salesforce

OCTOBER 8, 2021

As every manufacturer knows, demand forecasting is critical to operational success. Overestimate, and you’ll be trying to explain to management why shelves are full of obsolete inventory no one can sell. They’re enabling manufacturers to understand future demand better than ever before. There is no ERP holy grail.

Manufacturing 98

Manufacturing Gaming Technology Technology 98

Partners in Excellence

AUGUST 15, 2022

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” If we are so prepared to ignore those who don’t back up their roles with deep experience in selling, then we must challenge ourselves with another question. How would customers respond to the same question?

Sell 132

Sell Manufacturing Finance Sales 132

Partners in Excellence

JUNE 19, 2025

You are tired of the data that shows people leveraging Business Focused Selling 2x their win rates, reduce No Decision Made by a minimum of 20%, and reduce buying/sales cycles by 30-40%. We’ll just suck it up and keep doing the same thing….” It has nothing to do with selling them anything. They had little formal sales training.

Customers 77

Customers Manufacturing Up-sell Conversion 77

Partners in Excellence

APRIL 11, 2024

Preface : Jill Konrath is one of the most well respected author, speaker, teacher on all things selling. She’s written 4 masterpieces on selling. Yet, if I wanted to start my own company it was necessary to learn how to sell. I toured manufacturing plants. I detail my process in Agile Selling ).

Sell 133

Sell Manufacturing Up-sell Consult 133

Hubspot

OCTOBER 15, 2024

When a prospect brings up a concern, you won‘t be caught off guard — you’ll already have the answers ready. It's all about showing that you're not just there to sell but to genuinely help them solve their problems. Remember, it's not just about what you're selling, but who you're selling to.

Prospecting 74

Prospecting Trust Consult Pitch 74

Salesforce

DECEMBER 23, 2024

Depending on what your business sells and how your products are marketed, you can find the right type of ecommerce that will be the best fit for you. B2C transactions make up hundreds of thousands of online marketplaces that sell a wealth of consumer goods that can often be delivered in days or even hours.

B2C 98

B2C Government Manufacturing Retail 98

Partners in Excellence

MAY 26, 2021

They don’t care about our organizational structure, they don’t care about our selling process or strategies for demand gen. It’s become fashionable, recently, to apply manufacturing principles to our Go To Customer strategies. Its the foundation of modern manufacturing and lean principles.

Assembly Line 156

Assembly Line Customers Manufacturing Up-sell 156

Partners in Excellence

DECEMBER 20, 2020

Amy Volas wrote, “Is Sales Over-segmented,” Bob Apollo wrote, “Has role specialisation in B2B selling gone too far?” Much of their discussion has to do with the current mechanization of selling that’s become popular in the SDR/AE approach to selling. Likewise, selling is more complex.

Assembly Line 147

Assembly Line Manufacturing Sales Up-sell 147

Partners in Excellence

AUGUST 15, 2022

While optimizing each step was important, the governing design principle for effective manufacturing processes was the flow of the entire line. When this was done, the manufacturing process was suboptimized. Alternatively, WIP might build up after one manufacturing step.

Sell 107

Sell Manufacturing Objection handling Government 107

ClickFunnels

SEPTEMBER 28, 2021

Ramit Sethi is a popular blogger at I Will Teach You To Be Rich and a New York Times best-selling author of a book with the same title. James Clear is a popular personal development blogger at jamesclear.com and a New York Times best-selling author of “Atomic Habits”. 1 Ramit Sethi. 3 James Clear. We have a 14-day free trial! #5

Lead generation 245

Lead generation Finance Non-Profits Up-sell 245

Salesforce

MAY 7, 2025

For example, better understanding of sales data can lead you to implement more effective selling strategies. COGS includes expenses such as raw materials, direct labor, and manufacturing overhead. Start selling online with Starter Suite. A top selling wholesale company reported a gross profit margin of 24.9%.

Profit margin 90

Profit margin Non-Profits Manufacturing Price 90

Martech

APRIL 14, 2025

It might be that manufacturers aren’t making appliances as they used to, or maybe I’m just tough on them. I didn’t set out to purchase a connected or smart dishwasher, but the price was right, so I ended up with one that is both connected and smart. Email: Business email address Sign me up! Processing.

Manufacturing 78

Manufacturing Trust Relationship building Start-ups 78

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. But somehow, we’ve missed some very important principles in Lean Manufacturing. They are the fundamentals that make this so important in making lean manufacturing work.

Manufacturing 71

Manufacturing Assembly Line Technique Quota 71

Salesforce

MAY 15, 2025

This new payment option gives customers more wiggle room and it’s a major talking point for our sales teams because it’s a core part of how they’re selling. Heads up though: you won’t bill via Flex Credits on AppExchange just yet, but the usage you generate? Why should you care? and ultimately, joint wins.

Original Equipment Manufacturer 101

Original Equipment Manufacturer Cross-sell Manufacturing Trust 101

Search Engine Land

AUGUST 9, 2024

Setting up this segment helps to rule out issues for key product lines quickly. This applies to B2B original equipment manufacturers (OEMs) with a wide range of product families. Many companies set this up in their rank tracking tool, which only monitors changes in pre-defined, targeted keywords. Processing. What’s next?

Original Equipment Manufacturer 84

Original Equipment Manufacturer Manufacturing B2B Presentation 84

Martech

JULY 25, 2024

They were there to eat popsicles in the warm sunshine, pick up gift bags from the high-end fashion brand Miu Miu and accept free copies of books Miu Miu had selected as “Summer Reads.” Take our brief 2024 MarTech Replacement Survey Email: Business email address Sign me up! ” The books were not an afterthought.

E-commerce 120

E-commerce Hospitality Angle Sports 120

Partners in Excellence

FEBRUARY 16, 2024

It’s particularly confusing to see the mindset around “settling for what we get,” in selling. While we mouth a lot of words about this, while we orchestrate SKOs to pump people up, too many organizations seem satisfied with these. So much of “modern selling” seems based on lean and agile principles.

Manufacturing 146

Manufacturing Technique Pitch Up-sell 146

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 112

Sell Manufacturing Finance Contract 112

Understanding the Sales Force

FEBRUARY 10, 2025

You could say that the Philadelphia Eagles showed up for Super Bowl LIX with tremendous urgency to win. While the single most important thing for salespeople to achieve in a discovery call is urgency, you can’t tell a prospect that they have urgency, you can’t manufacture urgency, and you can’t fake urgency.

Sell 77

Sell Manufacturing Consult Follow-up 77

Salesforce

FEBRUARY 19, 2025

AI can help free up your teams to focus on high-value activities that drive revenue growth and ultimately improve margins. According to a recent study, employees can spend up to 20% of their time on administrative tasks , including order tracking, which translates to a substantial drain on operational efficiency.

Manufacturing 59

Manufacturing Cross-sell Represent Inside sales 59

Salesforce

DECEMBER 5, 2023

That’s why solution selling is such an important technique for you to master. What you’ll learn: What is solution selling? How does solution selling differ from product selling? How does solution selling differ from product selling? Why is solution selling important?

Sell 94

Sell Pharmaceutical Manufacturing Consult 94

Partners in Excellence

NOVEMBER 16, 2021

Usually this focuses on identifying their needs for solutions we sell, understanding how much they know about our products and the competition. So we have a huge disconnect with our selling process–to the point where it seems to have meaning only to us and not to helping the customer.

Process 158

Process Customers Manufacturing Sales 158

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

Salesforce

SEPTEMBER 19, 2023

Making a selling machine — a defined sales process fit to match your customer and your product, with tools and data to make your sellers more productive and efficient. Plan faster to sell more What is a sales strategy? Are they selling enough to hit your forecast? Are there red flags showing up in conversations?

Territory 102

Territory Sell Pipeline Objectives and Key Results 102

Partners in Excellence

JUNE 9, 2021

Part of our problem in figuring out how to respond to these changes is that we continue to start from our current/historical models of marketing, selling, customer service/experience. Today, we tend to leverage partners as channels to sell our products. At one point in my career, I worked with engineers and manufacturing organizations.

Manufacturing 149

Manufacturing Up-sell Technology Technology 149

Spiro Technologies

AUGUST 19, 2021

Selling can take its toll, even on the most resilient and enthusiastic salespeople. We want to help you get energized and excited about selling again, so we’ve put together some quotes that will spark your ambition and remind you that you are in control of your own destiny. This is why mindset is so important.

Sell 98

Sell Manufacturing Sales Drivers/motivators 98

SaaStr

JUNE 14, 2025

million monthly active users, with the majority of revenue coming from selling AI models as a service to other companies. million registered Discord users by March 2024, generating $300 million in revenue in 2024, up from $200 million in 2023. Claude now has 18.9 Midjourney’s Creative Empire : From zero to 19.26 The kicker?

Growth 89

Growth Healthcare Drivers/motivators Manufacturing 89

Partners in Excellence

MAY 17, 2021

I started selling to large banks and investment companies, so I made it my job to learn their language so that I could understand what they were saying and I could make myself understood. When a manager asks about the pipeline, we don’t conjure up sewage systems, water or gas pipelines and the associated pumps and valves.

Objectives and Key Results 142

Objectives and Key Results Technique Manufacturing Objection handling 142

Hubspot

MARCH 14, 2021

Solid social selling skills are transitioning from a nice-to-have to a need-to-have for sales professionals, but developing that kind of expertise is much easier said than done. Senior Channel Account Manager Kathleen Rush suggests that sales reps stay true to themselves through their social selling efforts.

Sell 99

Sell Manufacturing Up-sell Prospecting 99

Sales Hacker

MAY 21, 2020

In it, Founder and CEO of social centered selling, Barbara Giamanco, shows us that there are no shortcuts in selling. I am Barb Giamanco, CEO with Social Centered Selling. Much as we might want them, shortcuts in selling just don’t exist. Sadly, Barbara passed on from our community on May 20, 2020.

Sell 130

Sell Pitch Up-sell Meeting 130

Veloxy

APRIL 12, 2023

But selling solar isn’t easy – it requires knowledge, skill, and persistence to convince customers to invest in this renewable energy source. Speed up the process. Educate the Customer As a solar salesperson, you are not only selling a product but also educating your customers about solar energy. of all U.S.

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Martech

AUGUST 22, 2023

How an industrial chemical pumps manufacturer modernized its go-to-market strategy Finish Thompson is a family-owned manufacturer of pumps for moving fluids — usually chemicals — founded in 1951 and based in Eerie, Pennsylvania. The company realized they needed to reposition themselves as a solution provider rather than a manufacturer.

B2B 97

B2B Process Manufacturing Customers 97

Partners in Excellence

MARCH 2, 2024

We started hanging out in college, he went into the Peace Corps in Kenya, then came home, riding a motorcycle from Nairobi, up the Nile, and across Europe. Today, he runs a consulting company, helping some of the leading manufacturers and start ups building their GTM strategies. I don’t just sell to make a living.

Sell 77

Sell Non-Profits Manufacturing GTM 77

Martech

APRIL 28, 2022

Since starting in 2019, the Sweden-based company has helped produce digital videos for over 1,000 car dealerships and manufacturers. They also need to keep up with the high expectations for consumers who engage on these channels. The post How video creative platform Phyron uses AI to sell cars appeared first on MarTech.

Sell 98

Sell Manufacturing Lead generation Technology 98

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.

Assembly Line 124

Assembly Line Customers Tradeshows Manufacturing 124