Partners in Excellence

MARCH 31, 2017

We design our organizations to be lean mean selling machines. 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.

Assembly Line 63

Assembly Line Manufacturing Account management B2B 63

Partners in Excellence

APRIL 18, 2017

The focus in much of our discussions on selling is about us–sales people. 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 56

Assembly Line Sell Customers Up-sell 56

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. But for a moment, I managed to contain myself. The speaker was clearly smart and had been very successful in selling, perhaps there was something I misunderstood.

Sell 49

Sell Territory Assembly Line Manufacturing 49

Partners in Excellence

NOVEMBER 8, 2019

But the past couple of weeks, I’ve been in a bit of a dark place on the “state of selling.” Sadly, too many sales executives, too many clueless corporate executives; all supported by vendors and consultants trying to sell them something are in a mad rush in exactly the opposite direction. Principle Based Selling!

Assembly Line 80

Assembly Line Trust Consult Up-sell 80

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. Product & Service Line Structure. Customer & Account Structure. Just to give you an idea.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

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. ” At some point the customer has to renew, or we want to sell the customer more, so other individuals, each specialists in their function work with the customer.

Assembly Line 49

Assembly Line Customers Trust CRM 49

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 81

Process Assembly Line Drivers/motivators UX 81

Partners in Excellence

JULY 12, 2024

I was listening to a webcast recently and the “new” concept of “Relationship” selling came up. It’s fascinating that after more than a decade of mechanizing our engagement strategies, we are now discovering that, ultimately, selling is all about people working with people. Sometimes you intimidate me!

Sell 130

Sell Assembly Line Trust Up-sell 130

Hubspot

JULY 18, 2016

Its narrow offerings were all produced in an assembly-line-style system. If the process for running that first restaurant only lived in the McDonald brothers' heads, there would be no system to sell across the country. When Ray Kroc walked into the McDonald brothers’ restaurant in San Bernardino, California, he was blown away.

Objectives and Key Results 51

Objectives and Key Results Clients Assembly Line Meeting 51