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

Partners in Excellence

JUNE 27, 2024

I suspect it’s the perceived orderliness to manufacturing processes and the predictability of the outcome. The lean approaches applied to manufacturing create a hyper efficient process. Second, it always produces the same outcome (manufacturing experts will quibble, but we do design manufacturing lines to produce zero defects.)

Manufacturing 62

Manufacturing Assembly Line Sell Up-sell 62

Partners in Excellence

JANUARY 5, 2023

In announcing reductions at Salesforce yesterday, Marc Benioff was quoted, saying customers “are taking a more measured approach to their purchasing decisions.” Customers have, for months, been: Much more selective about what projects they move forward with. Customers will be crying for help!

Customers 114

Customers Assembly Line Commission Technique 114

Partners in Excellence

AUGUST 8, 2024

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

Assembly Line 129

Assembly Line GTM Manufacturing Engineering 129

Partners in Excellence

MARCH 12, 2024

Rather, it requires process, structure, discipline and collaboration with customers to help them improve their business outcomes. I was fortunate to have a great mentor who embraced the notion that sales is work, and all work is a process. I’m highly competitive, with myself as well as against customers’ alternatives to me.

Sell 132

Sell Assembly Line Territory Sports 132

Hubspot

AUGUST 20, 2021

Many organizations fail to outline and document procedures when it comes to producing products, handling service concerns, or guiding their customers along their buyer’s journey. There’s a way to make your employees’ lives easier and customers happy — all while differentiating yourself from the competition. Customer Service.

Process 93

Process Assembly Line Profit margin Sales 93

Partners in Excellence

OCTOBER 30, 2020

It’s customers prospecting–looking for solutions to their problems. ” “We are expanding our factory capacity and need to add a new assembly line, can we talk about your products as a potential solution?” But customers have an analog to what we do in prospecting. Customers do prospect.

Prospecting 108

Prospecting Customers Assembly Line Education 108

Partners in Excellence

NOVEMBER 27, 2017

It’s become common “wisdom” that we have to align align our sales process with our customers’ buying processes. I suppose it’s easy to want to believe customers have buying processes. Certainly, procurement has processes they follow in their buying activities.

Process 56

Process Customers Assembly Line Manufacturing 56

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.” Generative AI for contract summarization reducing contract processing time and assisting with contract questions.

Assembly Line 113

Assembly Line Contract B2C GTM 113

Partners in Excellence

JUNE 12, 2023

We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. If, somehow, in the manufacturing process, an error is made, we create “scrap.” It, also, means that we fail to meet a customer commitment.

Manufacturing 71

Manufacturing Assembly Line Technique Quota 71

Search Engine Land

DECEMBER 20, 2023

Customer data platform (CDP) vendors also help marketers craft personalized messages. 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. But the easier tools are to use the better.

Campaign 92

Campaign Assembly Line Launch Government 92

Partners in Excellence

AUGUST 31, 2023

” Too many view customers and prospects as objects we have to overcome or as the objects that stand in the way of our ability to achieve our goals. I used to joke, “Selling would be great if it weren’t for those damn customers!” For the past 15 years, we have had such a focus on mechanizing the process.

Sell 134

Sell Assembly Line Growth Prospecting 134

Partners in Excellence

NOVEMBER 5, 2021

In complex B2B buying, it’s popular to talk about being consultative and/or creating value with our customers. We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. We are creating massive sales assembly lines optimizing the order taking process.

Assembly Line 126

Assembly Line Sales Price Trust 126

PandaDoc

OCTOBER 14, 2020

The Request For Proposal (RFP) process is broken, flawed, and disorganized. When you’re down in the weeds, entangled in the messy process, it can be hard to figure out how to make improvements. If you were to time your RFP creation process, how much time gets sunk into each one? Luckily, technology is our saving grace.

Process 139

Process Teamwork Assembly Line Transportation 139

Martech

DECEMBER 19, 2023

Vendors in the customer data platform (CDP) space also help marketers craft personalized messages. Campaign management tools that establish deadlines and responsibilities ensure the assembly line keeps moving. Customer support and service Even with training, your team is likely to hit some snags along the way.

Campaign 81

Campaign Assembly Line Launch Government 81

Sales Hacker

MARCH 3, 2021

Isn’t it ultra-satisfying to watch a perfectly automated factory assembly line? That’s how your customer experience should be. Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. What is the handoff process?

Process 81

Process Assembly Line Drivers/motivators UX 81

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

Partners in Excellence

SEPTEMBER 24, 2018

We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. The overall marketing/sales assembly line takes customers through this linear process, all oriented to moving the customer through a buying decision.

Assembly Line 96

Assembly Line Sales Process Account management 96

Partners in Excellence

DECEMBER 4, 2016

I believe selling is a set of disciplined processes, many of which can be “engineered” to optimize our ability to engage the right customers/prospects, with the right conversations, at the right time. Even to the point that some commoditized or repeat buys are completely automated on the customer and supplier sides.

Assembly Line 49

Assembly Line Customers Manufacturing Objectives and Key Results 49

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Prepares sellers for customer engagements via training and onboarding activities. The Assembly Line.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Partners in Excellence

MAY 25, 2021

I focused on understanding my customer, identifying opportunities to grow, and building our value with the customers. While I had good knowledge of the customer and good knowledge of our core products, I wouldn’t have been successful without the help of specialists.

Assembly Line 124

Assembly Line Account management Education Sell 124

Partners in Excellence

AUGUST 29, 2016

There are all sorts of phrases like, “people buy from people,” which ascribe the importance of building relationships with our customers. Yet, it seems that too much of how we actually manage the customer engagement life cycle seems to ignore the importance of developing relationships with our customers.

Assembly Line 49

Assembly Line Customers Trust CRM 49

Partners in Excellence

MARCH 23, 2022

Again, one never had to do this, we knew “calls” included virtually every interchange with the customer–a meeting, a conversation whether virtually by or by the phone. First, they are rarely customized to the victim we on who we inflict the outreach. First, I need to define what a “call” is.

Assembly Line 101

Assembly Line Meeting Quota Customers 101

Martech

JANUARY 25, 2022

“Today, marketing is no longer about grabbing attention, but about creating real connections, building that emotional resonance, and spurring action throughout the customer journey,” said Nina Butler, Director of Event Experience at Alyce, in her presentation at our MarTech conference. Deliver “interest” events to customers.

Assembly Line 98

Assembly Line Prospecting Contact Customers 98

Partners in Excellence

MARCH 9, 2020

The buying process is messy, a characteristic of intensely human interaction. We map the buying process, ending up with something that resembles Gartner’s famous “spaghetti” charts. Buying can be confusing–both in managing the internal buying process, but in, also, in assessing the alternative solutions.

Sell 85

Sell Assembly Line High impact Up-sell 85

Partners in Excellence

NOVEMBER 2, 2022

We know they struggle to make sense of the conflicting information that deluges them through their buying process. While B2B buying is a group consensus process, the struggles buyers have are, more often, individual and personal. We focus on our success, failing to empathize with the customer and showing that we care.

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Sales Hacker

FEBRUARY 1, 2022

Outreach enables accurate sales forecasting, replaces manual processes with real-time guidance, and unlocks actionable customer intelligence to help you win more often. The second aspect of the predictive revenue model is the sales assembly line or seller specialization or sales handoffs , primarily the AE/CSM split.

Commission 90

Commission Quota Assembly Line Sales 90

Partners in Excellence

APRIL 18, 2017

We have highly focused roles, each role focuses on it’s job in the sales process, once complete, the widget–I mean customer, is passed to the next function, then the next, then the next… on down the sales assembly line. Ironically, customers are the sole reason for sales people to exist!

Assembly Line 56

Assembly Line Sell Customers Up-sell 56

Partners in Excellence

JUNE 30, 2023

”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.” How our customers buy is changing faster than we are adapting to respond to them. We look at sales roles and how we engage our customers in outmoded ways.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Search Engine Land

MARCH 20, 2024

Customer-centric focus: Understanding and meeting consumer needs is paramount for position-less marketers who craft personalized messaging that resonates across various touchpoints. By automating these processes, marketers can focus on strategic decision-making and creative tasks rather than being tied down by specific job functions.

Sports 81

Sports Assembly Line Campaign Technology 81

Hubspot

MAY 9, 2022

That starts with you being involved and thoughtful in the hiring process. The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage. And when that happens, make sure you help guide them through those processes without doing their jobs for them.

Assembly Line 77

Assembly Line Objectives and Key Results Construction Commission 77

Search Engine Land

JANUARY 4, 2023

Avoid doing the hard work of learning how to systemize and build processes and delegate effectively. From there, as you grow in both stature and resources, you continue adding specializations to master each small piece of the much larger content operation machine – like a giant factory assembly line. All of them. See terms.

Assembly Line 93

Assembly Line Angle Start-ups Follow-up 93

Highspot

OCTOBER 16, 2024

Excellent sales performance hinges on meeting customer needs, using data to guide decisions, and continuously enhancing processes. Sales performance refers to how well a sales team delivers results, such as hitting quotas, following up on leads, and converting prospects into customers. Are sales reps following processes?

Closing 52

Closing Objectives and Key Results Quota Sales 52

Partners in Excellence

OCTOBER 13, 2021

They recognize the real value in the organization has nothing to do with what they sell, or the tools, programs, processes, and so forth. Likewise customers are widgets in our sales assembly line. Look At Our Dashboards" Is Your Customer Prepared For This Meeting? The post The Problem With The Data….

Assembly Line 95

Assembly Line Quota Prospecting Start-ups 95

Partners in Excellence

SEPTEMBER 9, 2018

Their approach is to exploit the “relationship,” but not the value they create in helping the customer achieve their goals. Neither of those extremes is about relationships, neither of these extremes understands the importance of relationships with our customers. Andy poses that relationships are about “connection.”

Assembly Line 88

Assembly Line Account management Gaming Sell 88

ClickFunnels

JUNE 18, 2021

Middle of the sales funnel (MoFu): Potential customers. Bottom of the sales funnel (BoFu): New and existing customers. You offer the potential customer a freebie known as a lead magnet in exchange for their email address. You offer the potential customer your least expensive and least valuable product. Create SEO Content.

Minimum Viable Product 229

Minimum Viable Product Assembly Line Niche Sales 229

Martech

MARCH 20, 2024

Customer-centric focus: Understanding and meeting consumer needs is paramount for position-less marketers who craft personalized messaging that resonates across various touchpoints. By automating these processes, marketers can focus on strategic decision-making and creative tasks rather than being tied down by specific job functions.

Sports 80

Sports Assembly Line Campaign Technology 80