Partners in Excellence

APRIL 5, 2023

It seems that SaaS selling has become the center of the universe in virtually all sales conversations. All our conversations, all our thinking about what’s good and what’s bad about selling revolves around SaaS. And now, PLG is creeping into the sales discussion. Why are we so influenced by SaaS selling?

Conversion 68

Conversion Sell Manufacturing Healthcare 68

Partners in Excellence

JUNE 28, 2022

For example, the invention of 3-D printing has driven the disruptive innovation of additive manufacturing–changing dramatically how things are manufactured. Adapting practices our competitors leverage, improving our sales processes/methodologies. This type of innovation requires us to look/learn in non traditional places.

Manufacturing 82

Manufacturing Non-Profits Represent Retail 82

Partners in Excellence

JUNE 2, 2023

One of the things we were talking about was AI and how it can be used most effectively in selling. That’s been a thing for at least 3 months, probably longer… ” Prompt engineering is something we are learning about. We were focused on AI applications in process based manufacturing and prescriptive maintenance.

Engineering 97

Engineering Manufacturing Sales Process 97

Martech

DECEMBER 29, 2023

In the year ahead, marketers will be looking to expand the channels and ordering methods that customers can use to shop online. They want to make sure it’s in stock, and that it will be ready at 10:30, so they can go there at 10:30 and it’s there.” In this context, the term “phygital” is potentially misleading.

Retail 117

Retail B2C Manufacturing B2B 117

Partners in Excellence

DECEMBER 1, 2021

” It got me reflecting on much of what I see when working with executives and sales people. I suspect, much of what we are seeing in the Great Resignation is a result of this. The good news is we see great examples from great organizations every day. There is something right in what they are doing.

Manufacturing 118

Manufacturing Technology Technology Sell 118

Partners in Excellence

NOVEMBER 10, 2021

” It got me reflecting on much of what I see when working with executives and sales people. I suspect, much of what we are seeing in the Great Resignation is a result of this. The good news is we see great examples from great organizations every day. There is something right in what they are doing.

Manufacturing 107

Manufacturing Technology Technology Sell 107

Partners in Excellence

SEPTEMBER 16, 2020

Anyone involved in TQM or Lean knows about the “5 Why’s,” and how to leverage them. It’s one of the most powerful collaborative tools to help us help our customers learn and think differently. As an example, I was speaking to a great sales person the other day. He called asking for some help.

Manufacturing 114

Manufacturing Technology Technology Pitch 114

Salesforce

JULY 28, 2022

That’s where OEM (original equipment manufacturer) and aftermarket parts come in — and sales of these crucial components are big business now. Any disruption to an assembly line or a delivery fleet can bring operations to a standstill, putting pressure on manufacturers to fix the issue as soon as possible. The result?

Original Equipment Manufacturer 52

Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

Salesforce

JANUARY 25, 2024

Picture this: You see an ad online for a product you really, really want — so you take it as a sign from the universe to treat yourself. From the warehouse to the customer’s hands, successful inventory management helps your business deliver stellar customer experiences. In this guide, we’ll cover: What is inventory management?

Technique 59

Technique Manufacturing Objectives and Key Results Cross-sell 59

Salesforce

NOVEMBER 11, 2022

We recently spoke with several executives in finance — including some who joined us for our “Women of Wall Street” features at Salesforce’s New York World Tour and Dreamforce events this year — to learn more about their journeys. Carter leads client relationships with issuers, retailers, manufacturers and more.

Finance 98

Finance Networking Manufacturing Customer Relationship Management 98

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Today’s buyers come to the sales process more informed than ever, looking for in-depth information specific to their needs. Use them to help you build your relationships, close more, and ultimately, beat your sales targets. But not always.

Gaming 95

Gaming Cross-sell Referrals CRM 95

Cerebral Selling

OCTOBER 5, 2020

it highlights the problem your customer is looking to solve), they will inevitably lean in and want to learn more. Sales leaders want high-value insights into their operations, but they hate having to configure and run reports. But sometimes your customer won’t always be aware of who or what their enemies are.

Drivers/motivators 130

Drivers/motivators Manufacturing Entertainment High impact 130

Partners in Excellence

MARCH 3, 2022

We have plenty of data and anecdotal experience citing customers allocating less time to working with sales people, choosing digital (remember digital is different than automated) channels over working with sales people. It’s not unreasonable to conclude that customers want to deal with sales people as little as possible.

Sell 68

Sell Manufacturing Up-sell Customers 68

Partners in Excellence

MARCH 9, 2018

For example, win rates may be down, pipelines may be anemic, prospecting activity is down, sales cycles are increasing, average transaction values are declining, retention/renewals aren’t hitting target, onboarding ramp time is too long. The data helps us isolate problem areas, areas where we may not be performing as well as we can.

Manufacturing 58

Manufacturing Pipeline Follow-up Prospecting 58

Salesforce

NOVEMBER 9, 2023

Building a sales forecast is both an art and a science. Accurate sales forecasts keep your leaders happy and your business healthy. Build sales forecasts with accuracy Use the real-time data updates and insights of Sales Cloud to keep your forecasts accurate and your teams on track to hit targets.

CRM 59

CRM Territory Manufacturing Pipeline 59

Spiro Technologies

OCTOBER 5, 2022

Instead, today we’re talking with John Lund, the Vice President of Sales and Marketing at Thern. Is that what I’m hearing? John Lund: Well, actually, we manufacture a winch for a company in Texas that makes lariots for roping bulls. Some that I can mention and some that I can’t.

Manufacturing 59

Manufacturing Sell Electricity Construction 59

Partners in Excellence

SEPTEMBER 20, 2019

Sometimes, what we think is innovation, really isn’t—or it isn’t innovation that can have an impact. Some of our innovation is copying—we look at what our competitors are doing and we do the same thing. While it may be helpful, we can never be a leader by copying our competitors or near competitors.

Manufacturing 87

Manufacturing Entertainment Sports Technique 87

SaaStr

APRIL 22, 2022

What are the key product and organizational learnings from taking a company to $500 million in annual recurring revenue in just six years? . Lean on customer feedback loops to guide through unfamiliar markets. At Meraki, they gained feedback from customers intuitively. Get creative about gathering feedback.

Manufacturing 96

Manufacturing Launch Growth Product 96

Partners in Excellence

JUNE 24, 2017

In my last Bits and Pieces article , I referred to a series of articles I’d written about applying manufacturing and lean techniques to sales and marketing. I’ve consolidated the series into an eBook — What Can Sales Learn From Lean Manufacturing ?

Manufacturing 49

Manufacturing Technique Meeting Up-sell 49

Salesforce

AUGUST 23, 2023

You’re always on the hunt for new revenue, but new sales has to come from your sales team, right? Sales can come from partners, too. Instead of swimming upstream, here’s how partner relationship management can help you easily hit those elusive sales targets. Not always.

Relationship Management 52

Relationship Management Commission Pipeline Inside sales 52

Partners in Excellence

APRIL 12, 2021

Our customers do this, we do this as we look at performance issues in sales and our businesses. “If it’s working for them, let’s try it… ” We copy what has been successful for others, hoping it will be successful for us. It requires us to understand what’s working, what’s not working, and why.

Manufacturing 65

Manufacturing Quota Prospecting Product 65

Heinz Marketing

NOVEMBER 27, 2017

Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. She is the founder and CEO of Endurance Sales.

Pipeline 53

Pipeline Manufacturing Sales Consult 53

Partners in Excellence

DECEMBER 28, 2017

The article I wrote, Moving From Selling As An Art To Selling As A Science , has stirred up a lot of reaction in the various venues in which it’s appeared. Many suggest, I think correctly, that sales is a blend of art and science. Many argue the science side, but are focused on the “mechanization of sales.”

Manufacturing 60

Manufacturing Sales Up-sell Process 60

Partners in Excellence

JANUARY 9, 2019

When I was taught the concept of a value proposition, back as people were just learning how to shape wheels from stones, it was basically an enhanced version of feature, advantage, benefit (FABs). Ironically, the majority of sales people don’t know how to create these and don’t incorporate them in their selling process.

Manufacturing 87

Manufacturing Engineering Technology Technology 87

InsightSquared

SEPTEMBER 20, 2018

Adopted by Japanese manufacturing companies after World War II as a way to reduce waste and create competitive advantage, kaizen evolved beyond the assembly line in manufacturing to all business processes and became the precursor to lean manufacturing. ”[ 1 ]. Insight Identification: Three Ways to Kaizen Your GTM.

GTM 73

GTM Assembly Line Manufacturing SQL 73

Partners in Excellence

JANUARY 28, 2014

As sales professionals looking for new business, it’s critical that we establish our credibility in our very first contacts with a prospect or customer. Others that cite the benefits that companies like IBM, Google, Citicorp, General Motors, and General Electric have gotten from implementing their [fill in the blank] solutions.

Contact 93

Contact Electricity Manufacturing Cold Call 93

Partners in Excellence

FEBRUARY 16, 2018

Every day, we are pummeled with experts talking about how to make sales people more efficient. These pundits often cite applying manufacturing principles to designing our sales engagement strategies. Some cite the grandfather of lean/agile manufacturing principles, the Toyota Production System (TPS).

Manufacturing 54

Manufacturing Sales Up-sell Start-ups 54

Partners in Excellence

JUNE 1, 2012

They were focused on identifying great improvements in my client’s go to market and sales strategies. One of the profound things about these workshops was that 70% of the participants came from non-sales or marketing functions—manufacturing, development, operations, quality, legal, human resources, and executive management.

Manufacturing 87

Manufacturing Sales Legal Clients 87

Heinz Marketing

MARCH 7, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 105

Pipeline Sales Up-sell B2B 105

Heinz Marketing

MAY 14, 2019

Account-based marketing has emerged strongly over the past 2-3 years as a more disciplined, interactive way for sales and marketing to increase focus, conversion and velocity amongst their most important, strategic target accounts. It provides practical insights and things to avoid from a marketer’s point of view. Refreshing!

Manufacturing 77

Manufacturing Healthcare Cross-sell Education 77

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

ConversionXL

MARCH 19, 2020

An article on growth and marketing in the middle of a crisis—the current one or any other—can seem tone deaf. Work can be a welcome intellectual distraction. It can also keep your employees employed or help you retain your job—a modicum of security in uncertain times. What the big studies have shown.

Growth 121

Growth Non-Profits Price Promote 121

Partners in Excellence

NOVEMBER 27, 2018

” I’m not sure what I think about this issue, so I’m using the post to help me think through it and to get your input and ideas. In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that.

Sell 91

Sell Objection handling Assembly Line Territory 91

Hubspot

JUNE 4, 2020

In a time where it seems like things change every day, it can be difficult to gauge whether the challenges your business is facing are widespread. That's why we're publishing week-over-week benchmark data for core business metrics like website traffic, email send and open rates, sales engagements, close rates, and more.

Closing 88

Closing Territory Manufacturing Construction 88

InsightSquared

NOVEMBER 5, 2018

We recommend that every quarter you pick one thing to improve about your sales process. If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. But how do you know what key moments or metrics to focus on?

SQL 94

SQL Territory Negotiate Cross-sell 94

Partners in Excellence

JUNE 18, 2014

Apparently, term can be traced back to practices in HP in the 70′s. The concept is that executives get a much better understanding of what’s happening in their organization through informal visits–random tours of factories, facilities, meetings with groups or people/customers.

Sell 92

Sell Construction Manufacturing Education 92

Hubspot

MAY 7, 2020

Businesses all across the globe are learning how to adapt to these new circumstances and we're all learning how to operate in a "new normal" that's constantly changing. While this post focuses on the highlights of last week, you can explore all the data we're publishing here. What We're Seeing. About the Data.

Territory 93

Territory Construction Entertainment Inside sales 93