Sales Hacker

FEBRUARY 1, 2022

The second aspect of the predictive revenue model is the sales assembly line or seller specialization or sales handoffs , primarily the AE/CSM split. Those two aspects, prospecting/SDRs and the sales assembly line are the two key aspects that I challenge. Why prospecting sits apart from sales [6:59].

Commission 93

Commission Quota Assembly Line Sales 93

Partners in Excellence

NOVEMBER 8, 2019

To put customers on an assembly line where they are touched by an SDR, moved to an account manager, moved to a demo-er, moved to the next step and the next and the next…until the customer makes a decision. Their goal is to instrument and design every word that comes out of the mouths of their people.

Assembly Line 91

Assembly Line Trust Consult Up-sell 91

Partners in Excellence

AUGUST 29, 2016

Yet, it seems that too much of how we actually manage the customer engagement life cycle seems to ignore the importance of developing relationships with our customers. If relationships matter, if people do buy from people, how to we account for this in our design or our total customer experience (pre-post sale)?

Assembly Line 63

Assembly Line Customers Trust CRM 63

Partners in Excellence

APRIL 18, 2017

We have highly focused roles, each role focuses on it’s job in the sales process, once complete, the widget–I mean customer, is passed to the next function, then the next, then the next… on down the sales assembly line.

Assembly Line 73

Assembly Line Sell Customers Up-sell 73

Partners in Excellence

MARCH 22, 2017

Where product lines are very diverse, with different and unrelated buyers within the account, this issue may not be important (But I’m still driven by my mantra, “It’s our God-given right to 100% share of customer and territory…”). Enter the realm of account management/territory.

Sell 59

Sell Territory Assembly Line Manufacturing 59

Sales Hacker

MARCH 3, 2021

Isn’t it ultra-satisfying to watch a perfectly automated factory assembly line? Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. It could be cars, machinery, or maybe just ice cream sandwiches. See how smooth things are?

Process 85

Process Assembly Line Drivers/motivators UX 85

Lead Fuze

DECEMBER 31, 2021

With the role of HR Manager. The Assembly Line. In the assembly line model, leads are handed off between specialized teams to make sure that they move through all of the stages in a sales cycle. Market Development Reps are the salespeople who follow up on inbound leads and set meetings with our Account Executives.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Partners in Excellence

JULY 12, 2024

One day, I was 23 and an account manager for one of the top 5 money center banks, the CIO called me into his office. And we are discovering that running these people through our sales assembly lines is about as effective as my “just the facts/data” approach was. ” Mathy-science people will get this.

Sell 143

Sell Assembly Line Trust Up-sell 143

Hubspot

JULY 18, 2016

Its narrow offerings were all produced in an assembly-line-style system. There are expectations to maintain between prospects and sales, clients and account managers, and between core team members and the rest of the agency. Immediately, Kroc envisioned opening up a thousand of these little restaurants across the country.

Objectives and Key Results 57

Objectives and Key Results Clients Assembly Line Meeting 57