Partners in Excellence

NOVEMBER 5, 2021

We are creating massive sales assembly lines 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 assembly line of qualifying, demoing, pitching, proposing, closing. At the same time, we see data that is alarming.

Assembly Line 126

Assembly Line Sales Price Trust 126

Highspot

JULY 31, 2020

There are three main models for sales teams: the assembly line, the pod, and the island. The Assembly Line. In the assembly line model, also known as the hunter-farmer model, sales teams are organized based on each individual’s job title. What Are the Types of Sales Organizations? Customer Size.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Sales Hacker

FEBRUARY 1, 2022

The second aspect of the predictive revenue model is the sales assembly line or seller specialization or sales handoffs , primarily the AE/CSM split. Those two aspects, prospecting/SDRs and the sales assembly line are the two key aspects that I challenge. Why prospecting sits apart from sales [6:59].

Commission 90

Commission Quota Assembly Line Sales 90

Partners in Excellence

MARCH 31, 2017

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.

Assembly Line 63

Assembly Line Manufacturing Account management B2B 63

Partners in Excellence

NOVEMBER 8, 2019

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. They are expecting them to think for themselves and trusting them to do so. Trusting them to do so.

Assembly Line 80

Assembly Line Trust Consult Up-sell 80

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.

Assembly Line 88

Assembly Line Account management Gaming Sell 88

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.

Sell 93

Sell Objection handling Assembly Line Territory 93