Partners in Excellence

MAY 26, 2021

Customers become widgets progressing through our very efficient sales assembly lines. They are passed from SDR to AE to Demo person to someone else until they buy, then they are scheduled on our customer experience assembly lines.

Assembly Line 156

Assembly Line Customers Manufacturing Start-ups 156

Partners in Excellence

SEPTEMBER 29, 2023

We stop thinking of our customers as human beings, instead treating them as widgets we move along the sales assembly line. Those assembly lines are failing! Sadly, we have adopted a mechanistic view of business–particularly in selling and management.

Assembly Line 141

Assembly Line Trust Up-sell Start-ups 141

Partners in Excellence

JULY 11, 2024

If we create manufacturing machinery, we may have started with machines that do one thing on an assembly line. We can look at other machines that are needed in the assembly line, design and sell those to our current customers, driving more revenue. This is a fundamental part of the growing our customers.

Assembly Line 138

Assembly Line Manufacturing GTM CRM 138

Partners in Excellence

SEPTEMBER 24, 2018

The overall marketing/sales assembly line takes customers through this linear process, all oriented to moving the customer through a buying decision. Except our assembly line/linear customer engagement model doesn’t reflect how our customers buy.

Assembly Line 114

Assembly Line Sales Process Account management 114

Sales Pop!

JANUARY 23, 2024

They’re built in factories on assembly lines, significantly reducing construction time and costs. Owning a mobile home means building equity, boosting financial stability, and creating a sense of place that’s often missing in the rental market.

Assembly Line 147

Assembly Line Construction Price Follow-up 147

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 143

Assembly Line Sales Price Trust 143

Partners in Excellence

AUGUST 8, 2024

” A mindset instilled in each worker in the assembly line was, “how do you improve the part of the process you are responsible for?” ” “Can we improve processes upstream, by helping our suppliers improve what they are doing with us?” ” “Can we the downstream experience of our customers?”

Assembly Line 139

Assembly Line GTM Manufacturing Engineering 139

Partners in Excellence

APRIL 12, 2023

Customers and sellers have become widgets moving along the sales manufacturing line, losing the humanity, failing to build trust and confidence the buyers crave. But buyers don’t need to participate in that assembly line, they are learning through other channels, so our assembly lines are underutilized.

Assembly Line 125

Assembly Line Customers Tradeshows Manufacturing 125

Partners in Excellence

MARCH 12, 2024

I am a firm believer in following a documented sales process, but at the same time realizing it’s not a prescribed robotic assembly line type of process that works the same way every time. I was fortunate to have a great mentor who embraced the notion that sales is work, and all work is a process.

Sell 143

Sell Assembly Line Territory Sports 143

Partners in Excellence

AUGUST 31, 2023

Sellers have become replaceable widgets on an assembly line optimized for growth regardless of cost (figuratively and literally). For the past 15 years, we have had such a focus on mechanizing the process. Automating as much as we can, providing tools that focus more on completing tasks than producing results.

Sell 147

Sell Assembly Line Growth Prospecting 147

Partners in Excellence

MAY 23, 2024

And assembly line process started to emerge. Each worker on the assembly line had did their job, then passed the customer to the next workstation on the assembly line, until a PO was spit out at the end of the process. The jobs for each person on the assembly line were well segmented and well defined.

Assembly Line 77

Assembly Line GTM Minimum Viable Product Non-Profits 77

Partners in Excellence

JANUARY 29, 2023

Customers have become depersonalized widgets that we move along our selling assembly lines. Spiers outlines, as tragic as these are, the dehumanizing means by which too many of those people have been notified of their terminations tells us more about the absence of caring and respect senior leaders have of their people.

Assembly Line 147

Assembly Line Trust Clients Technology 147

Partners in Excellence

MAY 25, 2024

The underlying principles of all of these is an assembly line mentality in workflow design. The greater the variation, the more likely the assembly line would fail to meet it’s objectives. And that’s the problem with applying the same principles in the selling assembly line.

Assembly Line 77

Assembly Line Manufacturing Contract Represent 77

Search Engine Land

DECEMBER 20, 2023

Enhanced collaboration Planning a marketing campaign often involves an assembly line that takes ideas from concept to reality and then introduces them to the market across various channels. Campaign management tools that establish deadlines and responsibilities keep the assembly line moving. Start there.

Campaign 92

Campaign Assembly Line Launch Government 92

Partners in Excellence

MAY 25, 2021

The customer has become almost irrelevant, instead, we have optimized roles for moving our customer through our sales assembly line. Sales specialization has moved away from helping the customer think differently about their business to maximizing our own efficiency.

Assembly Line 133

Assembly Line Account management Education Sell 133

ClickFunnels

JUNE 18, 2021

You can learn more about his Content Assembly Line method here: Build Backlinks to That Content. He recommends publishing an MVP article that is optimized for search engines, then updating it for humans once you are sure that you can rank for that keyword.

Minimum Viable Product 229

Minimum Viable Product Assembly Line Niche Sales 229

Partners in Excellence

JANUARY 5, 2023

Our sequences, our assembly line techniques for herding through processed that are optimized for us will fail! Given what they now face, they need–and will demand more! But sellers will have to respond very differently than we have traditionally responded. While they may address our needs, they do nothing for the customer.

Customers 133

Customers Assembly Line Commission Technique 133

Partners in Excellence

MARCH 19, 2021

They are not widgets to be passed from sales specialist to sales specialist down our sales assembly line. Without this, we can’t create value with them. Understanding requires us to understand our customers as human beings. They have hopes, dreams, goals, fears. They are overwhelmed, they are confused.

Assembly Line 112

Assembly Line Drivers/motivators Technique Sell 112

Partners in Excellence

OCTOBER 15, 2021

We redesign knowledge work, emulating the principles of the industrial assembly lines of the past. We chop up work, creating assembly lines where knowledge workers focus on perhaps the functional equivalent of tightening a bolt. them passing the work to the next person in the knowledge worker assembly line.

Assembly Line 77

Assembly Line Manufacturing Government Up-sell 77

A Sales Guy

MAY 18, 2013

Henry Ford : While Ford is today known for his innovative assembly line and American-made cars, he wasn’t an instant success. To make you feel a little better and not be such a downer, here are a few folks who have experienced substantial failure only to win in the end.

Assembly Line 118

Assembly Line Drivers/motivators B2B Up-sell 118

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 104

Commission Quota Assembly Line Sales 104

Partners in Excellence

OCTOBER 30, 2020

” “We are expanding our factory capacity and need to add a new assembly line, can we talk about your products as a potential solution?” . “We are looking to buy electronic components to use in a new consumer product we are developing. Can we take 15 minutes of your time to talk about how you might help us?”

Prospecting 111

Prospecting Customers Assembly Line Education 111

Partners in Excellence

APRIL 6, 2017

But I’ve been alarmed by the rise of “assembly line” thinking, extreme specialization, and obsession with our own efficiency—to the detriment of building relationships and trust. But then, I’m a physicist/engineer by training–and somewhat of an introvert. Much of this seems to be a R 3.0

Assembly Line 77

Assembly Line SQL Trust Sales 77

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

Partners in Excellence

MARCH 9, 2020

Specialization prevails as customers are moved from sales specialist to sales specialist, passing along the optimized sales assembly line. They focus on their own efficiency, automating and mechanizing as much of their work as possible.

Sell 92

Sell Assembly Line High impact Up-sell 92

Martech

SEPTEMBER 9, 2022

Instead of the writer and designer working in turn as an assembly line, they’ll partner. The team has decided on what photos the photographer will shoot and the programmer will start coding towards the end of the cycle, so they have a solid plan. Suzy says to Will, “What do you need from me to start mocking up a design?”

Assembly Line 104

Assembly Line Launch Start-ups Meeting 104

Partners in Excellence

JUNE 27, 2024

As the customer “pulls” product off the end of the assembly line, the people in the last step pull product from the previous step so they can to their work, producing what the customer wants. And this concept ripples back through the manufacturing line. This is where the concept of pull comes in.

Manufacturing 62

Manufacturing Assembly Line Sell Up-sell 62

Martech

DECEMBER 19, 2023

Dig deeper: The future of outbound marketing in an omnichannel stack Enhanced collaboration Planning a marketing campaign often involves an assembly line that takes ideas from concept to reality and then introduces them to the market across various channels.

Campaign 80

Campaign Assembly Line Launch Government 80

Partners in Excellence

JUNE 12, 2023

We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. But no other manufacturing would be done on that line, since it would only be creating scrap or waste. Instead, we seem to be doing exactly the opposite, we are doubling down and doing more.

Manufacturing 71

Manufacturing Assembly Line Technique Quota 71

Partners in Excellence

MARCH 23, 2022

” Second, the script focuses on what we want to talk about, and the things we need to move the customer to the next station on our sales assembly line. .” It turns out “one size rarely fits all.” Again, people may say, “We ask people about their needs!”

Assembly Line 115

Assembly Line Meeting Quota Customers 115

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 91

Assembly Line Account management Gaming Sell 91

Partners in Excellence

OCTOBER 13, 2021

Likewise customers are widgets in our sales assembly line. In our quest for efficiency, we treat people as replaceable widgets. If someone isn’t performing, we fire them, replacing them with someone else, and someone else. Business has always been about people, caring, meaning, and creating value.

Assembly Line 107

Assembly Line Quota Prospecting Up-sell 107

Partners in Excellence

MARCH 31, 2017

The SDR passes the customer to a BDR who passes the customer to an AM (Account Manager), who engages a Demoer, than a Product Line specialist. The customers move down our optimized assembly lines, with each sales person doing their job, maximizing the efficiency of our organization. And they are emotional.

Assembly Line 76

Assembly Line Manufacturing Account management B2B 76

Heinz Marketing

APRIL 27, 2020

And as Adam New-Waterson smartly pointed out, if you’re trying to ship more effective cars, a bunch of random features just feels like a bunch of skateboards coming off the assembly line. Here’s a great GTM Decision Tree framework created by Brittani Dinsmore at Moz that helps with this.

Assembly Line 94

Assembly Line GTM Strategize Follow-up 94

Partners in Excellence

DECEMBER 10, 2018

” The mechanization, assembly line vision of selling–an approach that focuses on our efficiency (not effectiveness), moving customer widgets from station to station, at each stop a specialist does her specialized job, then passing the customer to the next station. This couples nicely with the previous point.

Sell 90

Sell Assembly Line Up-sell Cold Call 90

InsightSquared

SEPTEMBER 20, 2018

Adopted by Japanese manufacturing companies after World War II as a way to reduce waste and create competitive advantage, kaizen evolved beyond the assembly line in manufacturing to all business processes and became the precursor to lean manufacturing. The Japanese term “Kaizen” stands for the continuous improvement of a process.

GTM 73

GTM Assembly Line Manufacturing SQL 73

Martech

JANUARY 25, 2022

The outreach we’re doing feels a little bit like an assembly line,” she said. “As The average number of touches during the buying process grew from two in 2006 to six in 2021, according to Butler. However, this leaves plenty of room for less than optimal experiences.

Assembly Line 98

Assembly Line Prospecting Contact Customers 98