Partners in Excellence

NOVEMBER 27, 2018

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. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

Sell 113

Sell Objection handling Assembly Line Territory 113

Partners in Excellence

NOVEMBER 8, 2019

Part of the reason is I’ve been consumed with doing my “day job,” which is helping clients drive higher levels of sales performance than they have ever experienced. These are about the only things that customers value in their interaction with sales people. These are the things that only a sales person can do.

Assembly Line 86

Assembly Line Trust Consult Up-sell 86

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. The very first impression of a customer with a business is usually with their marketing and sales teams.

Process 100

Process Assembly Line Drivers/motivators UX 100

Partners in Excellence

APRIL 18, 2017

For some weeks, I’ve been on the war path about emerging trends in sales. The focus in much of our discussions on selling is about us–sales people. We see discussions focused on increasing specialization in sales–actually adaptations of the Toyota Production System.

Assembly Line 68

Assembly Line Sell Customers Up-sell 68

Partners in Excellence

AUGUST 29, 2016

We often talk about relationships in sales, saying relationships matter. 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. Instead, we focus on our efficiency in handling the customer.

Assembly Line 58

Assembly Line Customers Trust CRM 58

Lead Fuze

DECEMBER 31, 2021

In this article, we provide insights on how to build a product sales organization structure that yields results. We talk about optimal sales organixation structures of teams in your company. First, it is important that sales team structure roles are clear; second, it ensures successful achievement of both parties’ expectations.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Partners in Excellence

MARCH 22, 2017

I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. A terrific strategy for driving product line growth. Enter the realm of account management/territory. Specialization has been around for decades.

Sell 55

Sell Territory Assembly Line Manufacturing 55

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. The idea these sales people had about relationship selling was, “They would never make a decision that would hurt their bud!” ” When I saw sales people doing this, it made me sick.

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. Maintaining clear expectations is one of the greatest challenges facing an agency.

Objectives and Key Results 57

Objectives and Key Results Clients Assembly Line Meeting 57