Remove Account management Remove Assembly Line Remove Product
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We Get Specialization Wrong!

Partners in Excellence

My earliest experience of specialization was product/solution focused specialists. When I started selling, I had the responsibility for growing a very large banking account. While I had good knowledge of the customer and good knowledge of our core products, I wouldn’t have been successful without the help of specialists.

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Do We Really Want Our Sales People To Be Value Creators?

Partners in Excellence

We are creating massive sales assembly lines optimizing the order taking process. We differentiate our offerings through nuances of product differences, hoping we can make one feature/function important to the customer, but mostly we win through pricing. Rather than becoming value creators, we are becoming order takers.

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The Problem With Efficiency

Partners in Excellence

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. They go from being MQLs to SQLs to qualified opportunities.

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No More Quotas, No More Commission: Sales Without SDRs

Sales Hacker

Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. The second aspect of the predictive revenue model is the sales assembly line or seller specialization or sales handoffs , primarily the AE/CSM split. Try Vidyard for free by signing up at Vidyard.com/free.

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Are “Traditional” Selling Skills Even Relevant Anymore?

Partners in Excellence

And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). Rather than heavily product selling focused, they leverage more customer focused language, but under the covers, they haven’t changed substantively.

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Sales Organization Structures for Success: Models, Tips, and Best Practices

Highspot

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Your sales organization is in charge of generating revenue for your business by convincing buyers to purchase a product or service.

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Expecting Our People To Think For Themselves

Partners in Excellence

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. These people are the most productive. Holding ourselves and them accountable for that.