Account management Assembly Line Customers 
Partners in Excellence
SEPTEMBER 24, 2018
We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. The overall marketing/sales assembly line takes customers through this linear process, all oriented to moving the customer through a buying decision.
Partners in Excellence
MAY 25, 2021
When I started selling, I had the responsibility for growing a very large banking account. I focused on understanding my customer, identifying opportunities to grow, and building our value with the customers. So specialists in check processing helped customer re-engineer their processes.
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Partners in Excellence
NOVEMBER 5, 2021
In complex B2B buying, it’s popular to talk about being consultative and/or creating value with our customers. We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. We are creating massive sales assembly lines optimizing the order taking process.
Partners in Excellence
MARCH 31, 2017
Prospectors prospect, account managers account manage, product line specialists are expert in their product lines, and on and on… Each role is precisely defined, we have the metrics to by which we constantly measure performance. The customer buying cycle is, as Hank Barnes puts it, “Squishy.”
Partners in Excellence
SEPTEMBER 9, 2018
Their approach is to exploit the “relationship,” but not the value they create in helping the customer achieve their goals. Neither of those extremes is about relationships, neither of these extremes understands the importance of relationships with our customers. Andy poses that relationships are about “connection.”
Partners in Excellence
AUGUST 29, 2016
There are all sorts of phrases like, “people buy from people,” which ascribe the importance of building relationships with our customers. 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.
Partners in Excellence
NOVEMBER 27, 2018
And we have the convergence of information overwhelm, increased sources of distraction, accelerating change, and skyrocketing complexity–in our customers markets, in their own organizations, with competition/partners, and within our own organization. At the same time, sales performance continues to stagnate or even decline.
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