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Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.
When I started selling, I had the responsibility for growing a very large banking account. As an accountmanager, 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. The post We Get Specialization Wrong! When Less Is More!
.” Sales picks up the process, SDRs call to qualify the opportunity, they hand the lead to an accountmanager who gets more information, the customer is handed over to a pre-sales person for a demo, then someone else try to close them.
We are creating massive sales assemblylines optimizing the order taking process. We nurture them until they have done much of the work, then we engage them running them through our sales assemblyline of qualifying, demoing, pitching, proposing, closing. At the same time, we see data that is alarming.
Often, these are those with the assemblyline version of selling, optimizing our process, treating the customer as a widget they move through the process—lead, SDR, Demo, AccountManager, Specialist, Customer Experience Team… The customer is an object upon which we execute our selling process, working the numbers.
After all, you wouldn’t put a new recruit in charge of your enterprise accounts; similarly, a rep with deep experience in healthcare would probably struggle to sell into tech. There are three main models for sales teams: the assemblyline, the pod, and the island. The AssemblyLine.
We’re also brought to you by Vidyard — the best way to sell in a virtual world, whether you need to connect with more leads, qualify more opportunities, or close more deals. Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Why prospecting sits apart from sales [6:59].
We design our organizations to be lean mean selling machines. Prospectors prospect, accountmanagersaccountmanage, 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 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 assemblyline.
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!
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.
Isn’t it ultra-satisfying to watch a perfectly automated factory assemblyline? Salespeople create relationships, but it has traditionally been up to the customer success or accountmanagement team to nurture them. It could be cars, machinery, or maybe just ice cream sandwiches. See how smooth things are?
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.
With the role of HR Manager. The AssemblyLine. In the assemblyline 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.
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!
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.
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