Account management Assembly Line Process 
Partners in Excellence
SEPTEMBER 24, 2018
” Sales picks up the process, SDRs call to qualify the opportunity, they hand the lead to an account manager who gets more information, the customer is handed over to a pre-sales person for a demo, then someone else try to close them. Likewise, sales shouldn’t be waiting for marketing to create awareness and demand.
Partners in Excellence
MAY 25, 2021
So specialists in check processing helped customer re-engineer their processes. As an account manager, much of my time was spent in identifying new opportunities to engage specialists to work with my customer, growing our value and share of customer. In those days, checks were paper and electronic payments were very rare.
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Partners in Excellence
NOVEMBER 5, 2021
Too many organizations seem so focused on their own efficiency, mechanizing our process, and transactionalizing our engagement strategies. We are creating massive sales assembly lines optimizing the order taking process. At the time, many of us were alarmed with that statistic. We usually win on pricing.
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. What is the handoff process? Why is the handoff process important? See how smooth things are?
Partners in Excellence
MARCH 31, 2017
Each step of our sales process is optimized to maximize the results our sales people get. We recognize different skills and capabilities are needed in different stages of the sales process. We start feeding customers through our process, moving them from person to person. And they are emotional.
Partners in Excellence
SEPTEMBER 9, 2018
Often, these are those with the assembly line version of selling, optimizing our process, treating the customer as a widget they move through the process—lead, SDR, Demo, Account Manager, Specialist, Customer Experience Team… The customer is an object upon which we execute our selling process, working the numbers.
Partners in Excellence
NOVEMBER 27, 2018
This has a number of advantages, skill levels don’t need to be as high, we can leverage role specialization more effectively (creating sales assembly lines with customer widgets passing through each station), and we can effectively leverage all the traditional selling skills. But there are limitations to this.
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