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. However, great sales people continue to recognize that buying and, consequently, selling is about people, consequently, about high impact relationships.

Sell 94

Sell Assembly Line High impact Up-sell 94

Partners in Excellence

DECEMBER 5, 2019

We pitch our products, we manage customers to fit into our selling process, we move customers through our sales assembly line because it is more efficient for us, though perhaps not helpful to what the customer is trying to do. But everything we do is targeted to exactly the opposite.

Assembly Line 76

Assembly Line Territory High impact Technology 76

Partners in Excellence

JUNE 30, 2023

We need to look at, organizationally, processes, responsibilities/accountabilities very differently if we are to engage our customers in high impact ways. Whether it’s specialization in how we move our customers through the “sales assembly line.” We see YoY declines in performance and quota attainment.

Assembly Line 62

Assembly Line High impact Quota Technique 62

Salesforce

MARCH 3, 2025

A Deal Desk is essentially an assembly line for sales, replacing the need for one person to switch between various types of tasks with a streamlined, repeatable process. They can also utilize a tiered prioritization system based on deal size, customer type, and deadline urgency to focus on high-impact deals first.

Legal 59

Legal Contract Finance Non-Profits 59