Partners in Excellence

APRIL 1, 2021

The target customers were CEOs, VPs of Development, VPs of Engineering, VPs of Manufacturing. I needed people who could engage people like the President of Boeing Commercial Aircraft, or the Chief Product Design Engineer for GM, and similar personas in other large manufacturing companies.

Manufacturing 106

Manufacturing High impact Prospecting Up-sell 106

Salesforce

NOVEMBER 29, 2023

They may have customers who prefer buying through a channel (for example, a third-party retail store), while other customers might prefer buying from the manufacturer. Dealers serve as an intermediary between customers and the manufacturer. Car manufacturers sell through dealerships. Channel sales types Affiliates. Distributors.

Manufacturing 111

Manufacturing Retail Territory Sales 111

SaaStr

JULY 20, 2021

Partner with auto manufacturers to create new insurance products for connected vehicles and Internet of things-powered data. Emily Villani, Director of Business Development @ Adyen & Gary Yang, SVP Global Head of Account Management and Partnerships @ Adyen.

Finance 109

Finance Manufacturing Account management Growth 109

A Sales Guy

MAY 15, 2013

Imagine you’re a supplier of speakers for headphone and car speaker manufactures. Is inventory velocity and turn part of your account management strategy? As a sales person who sells product, you’re ability understand this and address inventory turn is critical.

Manufacturing 110

Manufacturing Retail Up-sell Quota 110

Partners in Excellence

SEPTEMBER 26, 2012

As sales roles become increasingly complex, with differing roles in the organization–account managers, territory managers, product specialists, pre-sales specialist, business development executives, and so forth, a sales competence framework helps identify different skill and capability levels for each role. .

Territory 111

Territory Quota Sales Drivers/motivators 111

CloserIQ

JANUARY 16, 2019

Gradeable is currently hiring for its school success/program development department, which combines sales and account management. Sustainable Minds is making it easier for manufacturers to design and produce green products by promoting greater transparency. The leadership team is all-f emale. See open roles. 3) meQuilibrium.

Healthcare 92

Healthcare Teamwork Real Estate Manufacturing 92

Martech

MARCH 1, 2024

They have also been trained in concepts like customer management, LTV and the financial value of loyalty. At last, marketing professionals are slowly getting involved in customer management and customer experience, adding value to areas like customer success and account management.

B2B 128

B2B Cross-sell Pharmaceutical Account management 128

Hubspot

FEBRUARY 7, 2018

Chances are, you’ll need to start as a business development rep and work your way to an account executive position. On the other hand, if you go into manufacturing sales, you’ll probably be responsible for handling deals from start to finish. Account Executive (AE). Account Manager. Sales Manager.

Territory 101

Territory Commission Outside Sales Account management 101

Women Sales Pros

APRIL 19, 2019

And clarity regarding role, expectations and decision authority levels enable inside sales, outside sales, account management and enablement to work more collaboratively and communicate much more effectively. Her clients include companies in manufacturing, medical, professional services and technology. DEVELOP SALES LEADERS.

Inside sales 129

Inside sales Outside Sales Quota Sales 129

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. We start feeding customers through our process, moving them from person to person.

Assembly Line 74

Assembly Line Manufacturing Account management B2B 74

Partners in Excellence

MARCH 27, 2013

The demand plan is the basis for scheduling manufacturing (or service delivery). It ripples through the manufacturing schedule, inventory planning, shipping, procurement, supply chain management. I wanted to share some thoughts provoked by those very good conversations. The Sales Forecast Is Not The Demand Plan!

Manufacturing 123

Manufacturing Sales Process Conversion 123

Sales Hacker

SEPTEMBER 18, 2020

Marketing and Sales Development groups tackle engagement, Sales covers execution, and Customer Success and Account Management handle continuity. Prospects don’t appreciate moving through your system like they’re on a manufacturing line — being moved from a Marketing Qualified Lead to a Sales Accepted Lead.

Engineering 137

Engineering Teamwork Manufacturing Technology 137

Partners in Excellence

OCTOBER 29, 2015

We may say: We’re targeting the financial services industry, or manufacturing companies, or any other segment. Likewise manufacturing could be process, discrete, consumer products, electronica components, automotive, aerospace, basic materials, technology, medical devices, and on and on and on. But any of these are huge.

Manufacturing 103

Manufacturing Cross-sell Territory Finance 103

SaaStr

JANUARY 10, 2020

In his excellent article, The Manufacturer’s Dilemma , the author Geoffrey Moore gives perhaps the most succinct economic premise of the shift to the SaaS model: “The ultimate consequence of all this is as simple as it is devastating: product is no longer king. Overcoming A Manufacturer’s Mentality In SaaS.

Manufacturing 69

Manufacturing Cross-sell Sports Service 69

Partners in Excellence

FEBRUARY 23, 2022

We apply labels to different channel business models, for example distribution, VADs, VARs, Resellers, Manufacturer’s Reps, Integrators, even partners that handle ePurchases. Over time, we’ve seen a lot of different channel relationships, we talk about one step, two step relationships.

Strategic partnership 137

Strategic partnership Sales Strategize Commission 137

Miller Heiman Group

OCTOBER 6, 2020

Others have faced incredible manufacturing and supply chain pressures. Opportunity management. 66% of organizations say their opportunity management needs improvement, and 60% say their account management process needs improvement. Faced with uncertainty, businesses put the brakes on as deals stalled or vanished.

Strategize 109

Strategize Quota Manufacturing Clients 109

Partners in Excellence

NOVEMBER 27, 2018

Rather than a sales focused training workshop on problem solving, what if sales people train with finance, engineering, operations, and manufacturing people? What if we mixed different disciplines/functions/points of view in the same training programs.

Sell 109

Sell Objection handling Assembly Line Territory 109

Hubspot

MARCH 14, 2021

For instance, we might say something like, 'We are looking to acquire two new manufacturing companies in South Florida, by the end of April 2021, who are looking to accelerate growth and need help transitioning a face-to-face sales team to virtual.'. Once we post and share, we can get thousands of views. "If Be yourself, and be sincere.

Sell 99

Sell Manufacturing Up-sell Prospecting 99

Partners in Excellence

FEBRUARY 16, 2018

These pundits often cite applying manufacturing principles to designing our sales engagement strategies. Some cite the grandfather of lean/agile manufacturing principles, the Toyota Production System (TPS). Moving from SDR, AE, Account Managers to more specialized versions of each role and people supporting those people.

Manufacturing 71

Manufacturing Sales Up-sell Start-ups 71

Partners in Excellence

MAY 27, 2021

For example, product management/marketing, strategic planning, finance, legal, HR, manufacturing, logistics, operations… Each part of the organization has dependencies on each other. And doing this doesn’t address the alignment/collaboration problems across other parts of the organization.

Strategic planning 133

Strategic planning Manufacturing Legal Finance 133

Sales Hacker

APRIL 6, 2022

Software as a Service (SaaS), service, and manufacturing industries commonly use CPQ software to improve the efficiency of their sales process, automate burdensome manual tasks, reduce inaccurate quoting, reduce sales response times, and provide a better customer experience. Scaling sales operations.

Cross-sell 108

Cross-sell Contract Price Finance 108

Spiro Technologies

DECEMBER 1, 2022

Incorporates New AI-Generated Content into Sales Platform to Accelerate Manufacturing Agility. The AI Engine also now drafts an email based on the call, which an account manager can quickly send to their customer to recap their conversation and capture next steps. Boston, December 5, 2022 ) Today, Spiro.AI CEO Adam Honig. “The

Manufacturing 52

Manufacturing Engineering Account management Presentation 52

Partners in Excellence

APRIL 25, 2016

There were variations of that theme, sometimes we used indirect sales organizations, like manufacturer’s reps, resellers, channel partners, and others to sell for us. Sometimes the territory was geographically defined, sometimes it was industry/segment defined, sometimes it was defined by accounts.

Territory 62

Territory Account management Sales Manufacturing 62

A Sales Guy

DECEMBER 14, 2011

Jamaal’s company sells a product that helps in the manufacturing of the bonding agent. At it’s peak, West Side did 50 million dollars and represented 7% of Jamal’s companies business. West Side produces a synthetic bonding agent used in the construction industry. West Side Solutions was killing it during the building boom.

Construction 86

Construction Manufacturing Represent Up-sell 86

ConversionXL

MARCH 20, 2019

Demandbase’s costs place it in the 96th percentile for “Marketing Account Management” software. As the Forrester report notes, “Jabmo is best for marketers targeting global industrial/manufacturing accounts.” Smaller businesses purchasing partial access, he continued, “may come onboard for $2,000 to $3,000 per month.”.

Real Estate 117

Real Estate Contact B2B Campaign 117

Sales Hacker

JANUARY 29, 2018

This high- velocity creates a “manufacturing line” approach. AE: Account Executive – Develops SQLs through a series of meetings. CSM: Customer Success Manager – Achieves recurring use of the service. AM: Account Manager – Creates increased profit developing upsell opportunities. The Sales POD.

Territory 91

Territory Quota Sales Manufacturing 91

Search Engine Land

MARCH 8, 2024

For an account manager or a marketing department, control is difficult to give up. Yes we can pin our titles and descriptions, but with the current new AI features being rolled out, it takes even more control out of our hands if we want to test. has eaten into margins. Again, advertisers tend to stick their heads in the sand on this.

Campaign 100

Campaign Retail Manufacturing Clients 100

Miller Heiman Group

NOVEMBER 12, 2019

Sales managers need a data-informed, repeatable process for helping their sellers hit their goals. Managers need to realize that if the sales management function is going to continue being effective in a rapidly changing world, they need processes and systems. Listen to the Podcast.

Technique 75

Technique Manufacturing Sales Promote 75

Salesforce

JUNE 24, 2022

As an omnichannel commerce platform and the tied winner for the Future of the Store Award, PredictSpring has built a robust and secure integration with Salesforce Commerce Cloud that includes features like user account management, real-time user cart synchronization, and checkout.

Retail 94

Retail B2C Manufacturing Technology 94

Partners in Excellence

MARCH 22, 2017

Where product lines are very diverse, with different and unrelated buyers within the account, this issue may not be important (But I’m still driven by my mantra, “It’s our God-given right to 100% share of customer and territory…”). Enter the realm of account management/territory.

Sell 53

Sell Territory Assembly Line Manufacturing 53

Spiro Technologies

SEPTEMBER 9, 2022

Manufacturers, wholesalers, and distributors need a one-stop customer platform to see every interaction with every customer, quickly and easily. We believe the next evolution of Smart Manufacturing is the Smart Enterprise,” continued Honig. Although the visibility provided by the Spiro.AI

Territory 52

Territory Manufacturing Engineering Relationship Management 52

Partners in Excellence

MARCH 7, 2017

Companies develop new products by having engineers, product managers, customers and others interacting with each other. Products are manufactured by people interacting with each other to create factories, manage logistics, assure quality products are made, working together to solve problems and improve. We’re not alone.

Manufacturing 73

Manufacturing Sales Finance Technology 73

Partners in Excellence

FEBRUARY 17, 2024

But when my client started talking to end users–people in procurement/logistics/manufacturing, they realized there were monstrous issues. These unhappy customers were taking a lot of sales time, demanding the account managers fix the problem or contracts would be cancelled.

Manufacturing 83

Manufacturing Clients Contract Presentation 83

Partners in Excellence

AUGUST 22, 2016

She was trying to get out of the call, suggesting a follow up call from an account manager or a demo—I have to give her credit, she went for the demo. For example, I often hired people who had been manufacturing managers to sell manufacturing control systems. She clearly recognized she was way over her head.

Manufacturing 55

Manufacturing High impact Up-sell Drivers/motivators 55

Partners in Excellence

AUGUST 31, 2022

Later I moved to managing a large part of the manufacturing industry segment. We ran similar training programs for our sellers who worked with manufacturers. New sales people went through a week training program, and we ran yearly updates for sellers on critical issues in manufacturing.

Gaming 54

Gaming Manufacturing Sales Retail 54

Partners in Excellence

MARCH 15, 2019

But again, there’s not a lot of innovation in this approach, the concept of agents and manufacturer’s reps has been around for at least decades, if not centuries. Also, there are more and more organizations offering selling as a service, basically outsourcing the sales execution function to organizations dedicated to selling.

Service 85

Service Sell Construction Manufacturing 85

Partners in Excellence

MARCH 16, 2022

In reality, the underlying principles are the same as any other territory planning–it’s just customized for the account (and in our territory planning we customize our approach to the territory. For example our programs into the healthcare territory will be different from financial services and from manufacturing.

Territory 67

Territory Quota Healthcare Account management 67