Assembly Line Contact Up-sell 
Martech
SEPTEMBER 12, 2024
In large organizations, sometimes sales doesn’t know who marketing is marketing to, and marketing doesn’t know who sales really wants to sell to. Sales is focused on accounts and marketing is focused on contacts. ” A unified view of B2B buying and selling. . ” A unified view of B2B buying and selling.
Outreach
APRIL 9, 2018
Because we sell into enterprise companies, our high-volume approach had two major weaknesses: SDRs spent a significant portion of their time cleaning data and researching contacts. Every hour spent doing manual data work was an hour not spent selling. Enter: Project Assembly Line. Not the most scalable approach.
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Partners in Excellence
SEPTEMBER 24, 2018
” Sales picks up the process, SDRs call to qualify the opportunity, they hand the lead to an account manager who gets more information, the customer is handed over to a pre-sales person for a demo, then someone else try to close them. Except our assembly line/linear customer engagement model doesn’t reflect how our customers buy.
Partners in Excellence
MARCH 9, 2020
We map the buying process, ending up with something that resembles Gartner’s famous “spaghetti” charts. Ironically, while buying is getting more personal–more about people relating to people, selling seems to be, increasingly, less so. Relationships were fundamental to sales and selling in distant times.
Sales Hacker
MARCH 17, 2021
The reason they were such a good salesperson in the past is because they had the automation, infrastructure, and internal alignment in place to sell at a high rate. These are the people that helped them build something from the ground up, and they often let that emotional attachment get in the way of success. The problem?
Hubspot
JANUARY 31, 2018
I’ve been selling for over 30 years, and it’s been a blast. Although it’s arguably more difficult to sell effectively in 2018, it’s easier for top performers to differentiate themselves. If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. Drop the 18 tactics below.
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. Highlighting the importance of communication and collaboration can open up lots of opportunities for improvement.
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