Partners in Excellence

AUGUST 7, 2024

Continuing my series on applying lean/agile manufacturing principles to selling, I was reminded by Charles Green and Dave Jackson about an important aspect of these principles that is never mentioned by those promoting lean/agile in our sales assembly lines. It’s called Jidoka or Autonomation. It’s almost the opposite!

Trust 123

Trust Assembly Line Manufacturing GTM 123

Partners in Excellence

MAY 23, 2024

Since the target customers, initially, for these tools were individuals and small teams, the methods others had used in consumer product selling were adapted. Since the investment was small, the risk to the customer was small, just like in consumer products. When customers said tell me more, the sales process was usually pretty short.

Assembly Line 77

Assembly Line GTM Minimum Viable Product Non-Profits 77

Partners in Excellence

AUGUST 8, 2024

Continuing my series on applying Lean/Agile principles to our GTM strategies, I want to move on to the ideal of “Continuous Improvement.” ” “Can we the downstream experience of our customers?” Somehow, this concept seems to be lost in so much of business today, in so many of our GTM strategies.

Assembly Line 129

Assembly Line GTM Manufacturing Engineering 129

Partners in Excellence

JULY 11, 2024

Look at the portion of revenue from net new logos versus current customers buying again. Early stage companies will be biased to net new logos, but as they mature, the balance of revenue shifts to current customers. It becomes critical to get customers retain customers, for them to continue to buy or to buy again.

Assembly Line 119

Assembly Line Manufacturing GTM CRM 119

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. Insight Identification: Three Ways to Kaizen Your GTM. ”[ 1 ].

GTM 73

GTM Assembly Line Manufacturing SQL 73

Martech

SEPTEMBER 12, 2024

This is the feature that allows a unified view of front-end and back-end customer data. ” In a nutshell, Account Profile Explorer “shortens the assembly line of the sales and marketing flow.” “How do we provide more value to our existing customers?” Buying group and opportunity scoring.

Assembly Line 113

Assembly Line Contract B2C GTM 113

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. Thanks Jon Russo for sharing this.

Assembly Line 82

Assembly Line GTM Strategize Follow-up 82