Partners in Excellence

JANUARY 29, 2023

Customers have become depersonalized widgets that we move along our selling assembly lines. The people impacted are those that trusted management and do the work management directed. For years, I’ve been writing about the mechanization of selling. Our people have become replaceable widgets as well.

Assembly Line 147

Assembly Line Trust Clients Technology 147

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 63

Assembly Line Customers Trust CRM 63

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 73

Assembly Line Sell Customers Up-sell 73

Partners in Excellence

MARCH 31, 2017

We start feeding customers through our process, moving them from person to person. 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. But something else happens, our most efficient process doesn’t match how our customers buy.

Assembly Line 83

Assembly Line Manufacturing Account management B2B 83

Partners in Excellence

MARCH 9, 2020

Not those superficial relationships (backslapping, jokes, lunches, golf games), but those relationships where sales people understood the customer, organizationally and individually. Specialization prevails as customers are moved from sales specialist to sales specialist, passing along the optimized sales assembly line.

Sell 99

Sell Assembly Line High impact Up-sell 99

Partners in Excellence

NOVEMBER 27, 2018

And we have the convergence of information overwhelm, increased sources of distraction, accelerating change, and skyrocketing complexity–in our customers markets, in their own organizations, with competition/partners, and within our own organization. At the same time, sales performance continues to stagnate or even decline.

Sell 117

Sell Objection handling Assembly Line Territory 117

Partners in Excellence

NOVEMBER 8, 2019

This trend is, unfortunately, doing exactly the opposite of what our customers need and what enables us to create the greatest value with them. These are about the only things that customers value in their interaction with sales people. These are the things that only a sales person can do.

Assembly Line 91

Assembly Line Trust Consult Up-sell 91

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 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 94

Assembly Line Account management Gaming Sell 94

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

DECEMBER 21, 2017

We seem to be approaching or passing the tipping point where leading sales practitioners view successful selling as a disciplined, focused, engineered approach to engaging and creating value for customers. I hope we no longer live by the mantra, “When the going gets tough, the tough take a customer to lunch/golf.”

Sell 91

Sell Assembly Line Manufacturing Up-sell 91

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 93

Commission Quota Assembly Line Sales 93

Partners in Excellence

OCTOBER 13, 2021

Likewise customers are widgets in our sales assembly line. Look At Our Dashboards" Is Your Customer Prepared For This Meeting? 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.

Assembly Line 107

Assembly Line Quota Prospecting Start-ups 107

Martech

SEPTEMBER 28, 2021

DDA works by looking at all the touchpoints, like clicks and video engagements, on your Search (including Shopping), YouTube and Display ads in Google Ads to compare the paths of customers who converted with ones who didn’t. The result is a cookie-cutter, assembly line style of marketing that prioritizes measurement over customer needs.

Launch 97

Launch Assembly Line CRM Conversion 97

Partners in Excellence

DECEMBER 5, 2019

Already, I’m seeing articles on, “Do these 5 things… The 10 critical success factors… These technologies are critical to customer engagement in 2020…” I’m no different, I’m jumping into the fray with the secrets to sales success in 2020. Third, it’s really tough, boring, tedious stuff.

Assembly Line 79

Assembly Line Territory High impact Technology 79

Gong.io

APRIL 28, 2021

How on earth can that be a bad idea, when all customers care about is ROI? Picture this: You’re a software sales rep and you gave a stellar demo to your customer’s CFO. In other words, for every dollar your customer spends, they get 40 dollars in return. You need to tailor your message to your customer’s strategic priorities.

Assembly Line 71

Assembly Line Manufacturing Drivers/motivators Strategize 71

Sales Hacker

JULY 12, 2021

For years, the work of many revenue operations (RevOps) teams have largely been determined by immediate customer needs. As sales, marketing, and customer success teams work more closely together, RevOps has the opportunity to foster a future-focused atmosphere that encourages proactive problem solving.

Objectives and Key Results 90

Objectives and Key Results Assembly Line Contract Represent 90

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. See how smooth things are? There’s no friction whatsoever.

Process 85

Process Assembly Line Drivers/motivators UX 85

Partners in Excellence

APRIL 4, 2017

We know customers struggle with buying, yet none of our programs or activities focus on helping them learn how to buy, or helping them align the diverse interests in the buying group. We know people buy from people, yet we create assembly line/transactional processes. If there is buying, there will always be a need for selling!

Assembly Line 72

Assembly Line Sales Education Pitch 72

Sales Hacker

MARCH 17, 2021

Getting past the first stage of revenue growth and building an initial customer base is the easy part, but what happens when you hit a revenue plateau and can’t seem to take that next step? In a traditional business framework, marketing, sales, and customer success are siloed. Trusting opinion more than data.

Growth 102

Growth Assembly Line Cross-sell Engineering 102

Sales Hacker

AUGUST 12, 2020

If you do it wrong, you alienate your customers. This is the downside of the modern Sales Assembly Line — both buyer and seller feeling like a cog in the wheel. This seemed space age to me, so I called her desk line using DiscoverOrg and got her message machine. Obsesses over your ICP (ideal customer profile).

Assembly Line 118

Assembly Line Intrinsic Prospecting Pitch 118

Search Engine Land

OCTOBER 13, 2023

Marketing is just often seen as a cost center since we’re not directly bringing in revenue like sales or customer success,” Marcotullio said. In many instances, it’s still seen as a creative support function to sales, not as a function that has bottom-line impacts.” said Brooke Duffy , a fractional CRO for B2B SaaS. Duffy said.

Finance 87

Finance Objectives and Key Results Assembly Line Trust 87

Sales Hacker

AUGUST 9, 2019

For example, Business Development in a SaaS scaleup usually involves a lot of cold outreach to potential customers. In a big, multinational company, on the other hand, Business Development may do market analysis for new-market entry or a new line of products. . BDRs and SDRs work in different stages of the customer journey.

Assembly Line 93

Assembly Line Pipeline Sales Closing 93

Partners in Excellence

NOVEMBER 2, 2022

We don’t take the time to build relationships and trust. We view the process as a transaction, moving the customer from person to person on our sales assembly lines. We automate our engagement processes focusing more on our efficiency, than building confidence with the customer. But none of this is new!

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Gong.io

SEPTEMBER 29, 2022

After all, some jobs have already been replaced by AI and robotics ( assembly lines come to mind). AI can analyze reams of data and identify patterns, but it can’t build those relationships or establish trust with prospects for you. . Gong captures customer-facing conversations across email, phone, and web conferencing.

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

Spiro Technologies

OCTOBER 20, 2022

So the customer themself loves that, it’s just a way for them to save money and make sure they’re being accurate. So can you tell us a little bit about one of your customers maybe? Like who’s a typical customer type? How do you bring the best to your customers? Adam Honig: Yeah, I love that.

Sell 52

Sell Manufacturing Assembly Line Technology 52

Lead Fuze

JANUARY 2, 2024

Ever felt like you’re in a never-ending game of hide and seek with potential customers? Sure, the mechanics behind it might seem as intricate as clockwork—but don’t worry; we’ll break down how simple gears and sprockets turn strangers into paying customers. Ready to dive in?

Lead generation 52

Lead generation A/B testing Cold Call Technique 52

Spiro Technologies

JANUARY 18, 2023

There’s medical applications, there’s industrial applications, and so we have customers in a wide range of fields that rely on our machines every day. We have machines that are entry-level machines where customers transition from one type of packaging to our type of packaging. How big are they? Is that the kind of output?

Manufacturing 52

Manufacturing Assembly Line Up-sell Engineering 52

Partners in Excellence

JULY 12, 2024

Apparently the speakers were noticing the fact that to develop trust and confidence with our customers, we have to build some sort of relationship. The discussion went further, discussing concepts around FOFU, sensemaking, decision confidence, all requiring some level of relationship in helping the customer understand and move forward.

Sell 143

Sell Assembly Line Trust Up-sell 143

Hubspot

JULY 18, 2016

Its narrow offerings were all produced in an assembly-line-style system. You want a trusted team with skin in the game at your side as you move into the implementation phase. A customer calls to complain. The owner realizes that by blindly trusting Harry, he has put his business in serious jeopardy. Live by them.

Objectives and Key Results 57

Objectives and Key Results Clients Assembly Line Meeting 57

Partners in Excellence

FEBRUARY 15, 2021

Each of our customers’ strategies, goals, priorities, culture, and values are different. Why do customers not respond to our outreach? Why does research show that customers don’t like their buying experiences? We never pause to consider: What if we change how we engage our customers? Then we wonder.

Assembly Line 91

Assembly Line Quota Pitch Meeting 91

Highspot

FEBRUARY 22, 2024

Sales and Operations Planning (S&OP) is a cross-department process that helps ensure companies have the right amount of products to satisfy customers without extra stock piling up. Operations planning process: Ensure resources, such as raw materials and manufacturing capacity, are available to meet projected customer demand.

Manufacturing 52

Manufacturing Finance Objectives and Key Results Sales 52