Partners in Excellence

JUNE 27, 2024

For some reason, there’s a huge attraction to applying “manufacturing techniques” to selling. 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. that we want?”

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Manufacturing Assembly Line Sell Up-sell 62

Partners in Excellence

JUNE 12, 2023

So much of what our focus in “modern selling,” seems to be the adaptation of Lean Manufacturing techniques into selling. We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. Since lean manufacturing focuses on a “pull” concept.

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Manufacturing Assembly Line Technique Quota 71

Partners in Excellence

AUGUST 8, 2024

” In the original development of Lean/Agile principles in manufacturing, leaders recognized they could never rest on their laurels. ” A mindset instilled in each worker in the assembly line was, “how do you improve the part of the process you are responsible for? It was the “Suggestion Box.”

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Assembly Line GTM Manufacturing Engineering 139

Partners in Excellence

JUNE 6, 2017

As I mentioned in my prior post , there are a lot of people promoting the application of Lean Manufacturing principles in sales. If you haven’t read the first post, What We Can Learn From Lean Manufacturing , be sure to read this. In the old days of manufacturing, production was separated from customer demand.

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Manufacturing Assembly Line Sales Process 80

Partners in Excellence

APRIL 12, 2023

Sellers have, blindly, applied “manufacturing” technique to managing their selling process. Customers and sellers have become widgets moving along the sales manufacturing line, losing the humanity, failing to build trust and confidence the buyers crave. Percent of sellers reaching quota continues to plummet.

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Assembly Line Customers Tradeshows Manufacturing 125

Partners in Excellence

MAY 25, 2024

The underpinnings of that book are concepts behind lean manufacturing and the Toyota Production System (TPS) originated by Ohno, Toyoda, Deming. The underlying principles of all of these is an assembly line mentality in workflow design. In manufacturing, the way this was eliminated was to eliminate all variation.

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Assembly Line Manufacturing Contract Represent 77

Partners in Excellence

JANUARY 5, 2023

Engineering projects will be competing with manufacturing, IT, and projects from every part of the organization. Our sequences, our assembly line techniques for herding through processed that are optimized for us will fail! Given what they now face, they need–and will demand more!

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Customers Assembly Line Commission Technique 133

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.

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Assembly Line Manufacturing Government Up-sell 77

Partners in Excellence

MAY 23, 2024

Sales/marketing started applying these manufacturing principles to the “mechanization” of the process. And assembly line process started to emerge. Toss X number of customers into the beginning of the assembly line and Y in POs would emerge from the end of the line. It seemed so predictable.

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Assembly Line GTM Minimum Viable Product Non-Profits 77

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.

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GTM Assembly Line Manufacturing SQL 73

Partners in Excellence

MARCH 31, 2017

We’ve even borrowed concepts from our manufacturing counterparts with leader boards, call counts, data being projected on the walls or scrolling across our dashboards. 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.

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Assembly Line Manufacturing Account management B2B 76

Partners in Excellence

NOVEMBER 27, 2018

This has a number of advantages, skill levels don’t need to be as high, we can leverage role specialization more effectively (creating sales assembly lines with customer widgets passing through each station), and we can effectively leverage all the traditional selling skills.

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Sell Objection handling Assembly Line Territory 111

Partners in Excellence

DECEMBER 4, 2016

However, we are repeatedly see descriptions of selling becoming more like that of a manufacturing line–input a prospect at the beginning of the process, move them step by step through our sales machine, and at the end we spit out a paying customer. The problem is, customers are not widgets. Each individual is different.

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Assembly Line Customers Manufacturing Objectives and Key Results 56

Partners in Excellence

DECEMBER 21, 2017

We see too many signs of mechanization, losing the person, treating customers as widgets to move through our highly efficient selling process assembly lines. We lose sight of the dreams, fears, hopes, aspirations that people whom make buying decisions have. We’ve focused more on the mechanics and less on the people.

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Sell Assembly Line Manufacturing Up-sell 84

Highspot

JULY 31, 2020

There are three main models for sales teams: the assembly line, the pod, and the island. The Assembly Line. In the assembly line model, also known as the hunter-farmer model, sales teams are organized based on each individual’s job title. What Are the Types of Sales Organizations? Customer Size.

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Assembly Line Territory Strategize Sales 72

Partners in Excellence

MAY 15, 2017

Likewise, manufacturing has certain goal, it has to build quality products, meeting cost, delivery, and a number of other criteria. Manufacturing may have excess capacity and inventory, missing its goals. Likewise, when sales fails to deliver on its commitments, the ripple effect impacts all parts of the organization.

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Quota Manufacturing Assembly Line Sales 71

Gong.io

APRIL 28, 2021

For example, if a customer in manufacturing wants to improve the lead conversion rates for a team of 50 reps, show them lead conversion stats for mid-market companies in the manufacturing industry. a factory assembly line). You’ll really get a customer’s attention if you show them figures from relatable use cases.

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Assembly Line Manufacturing Drivers/motivators Strategize 71

Partners in Excellence

NOVEMBER 27, 2017

For example, manufacturing processes drive for maximum repeatability and effectiveness in the manufacturing process. Or manufacturing executives buying new plants/assembly lines, or engineering executives buying new design tools, or sales/marketing executives buying new CRM tools.

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Process Customers Assembly Line Manufacturing 66

SBI

JULY 9, 2013

Henry Ford is of course renowned for forever changing the way the automobile industry manufactures cars. In the beginning, automobiles were built by craftsmen who assembled the finished vehicle from parts they themselves had made. The longer the opportunity is on the production line, the closer it gets to the end of the line.

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Assembly Line Product Manufacturing Transportation 54

Hubspot

OCTOBER 18, 2021

In comparing itself with its competition, Xerox discovered it had: 10 times as many rejects on the assembly line. Seven times as many manufacturing defects in finished products. 50% higher cost to manufacture. For instance, upgrades to its distribution system came from L.

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Manufacturing Assembly Line User Experience Gaming 77

Martech

NOVEMBER 18, 2022

The assembly line. Be prepared for a full rollout and have manufacturing facilities, distributors, suppliers and other partners in place well before your go-live date. .” It’s the idea of creating value by bringing new ideas to life. Others include: The automobile. The airplane. Electric vehicles.

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Assembly Line Launch Real Estate Electricity 122

Partners in Excellence

APRIL 5, 2023

But the SaaS selling model seems to be based, also, on a flawed adaptation of lean manufacturing techniques and the Toyota production system. And while lean manufacturing does not promote this, the emphasis is on volume, velocity, and efficiency. If we want to learn and innovate, we have to learn from everyone.

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Conversion Sell Manufacturing Healthcare 71

Salesforce

JULY 28, 2022

That’s where OEM (original equipment manufacturer) and aftermarket parts come in — and sales of these crucial components are big business now. Any disruption to an assembly line or a delivery fleet can bring operations to a standstill, putting pressure on manufacturers to fix the issue as soon as possible.

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Original Equipment Manufacturer Manufacturing Sell Assembly Line 52

Hubspot

FEBRUARY 14, 2017

It’s said that one American woman, Esther Howland, was so intrigued when she received her first English valentine greeting in 1847, that she became infatuated with the idea of manufacturing them in the U.S. Source: Viintage. Whitney Company. Source: Worcester Historical Museum.

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Assembly Line Manufacturing Construction Launch 78

Partners in Excellence

MARCH 22, 2017

In our quest for optimization and efficiency, we’ve created a giant assembly line, passing the customer from specialist to specialist. Oh, yes, it’s the manufacturing line made so famous by Henry Ford. Efficient manufacturing works because we can design out variability.

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Sell Territory Assembly Line Manufacturing 54

Spiro Technologies

OCTOBER 5, 2022

John Lund: Well, actually, we manufacture a winch for a company in Texas that makes lariots for roping bulls. I’ve been in manufacturing for a little over 30 years. So you’ve probably seen a whole bunch of changes in manufacturing during that time then. When it comes to our cranes, we manufacture a small crane.

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Sell Manufacturing Electricity Construction 59

Spiro Technologies

OCTOBER 20, 2022

And what that basically means is for distribution centers and other areas like manufacturing, they use voice-enabled workflow technology to help them be more productive. We were working with a customer who had an assembly line and they had a couple stations along their assembly line. Alex, welcome to the show.

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Sell Manufacturing Assembly Line Technology 52

Spiro Technologies

JANUARY 18, 2023

Instead, today we’re talking with Steve Kingeter, the CEO of VC999, probably the best manufacturer of vacuum packaging machines in the world. When we think about manufacturing, often we think about well we’re gonna get a bunch of metal and we’re gonna just form it all the way through to the end product or whatever.

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Manufacturing Assembly Line Up-sell Engineering 52

Spiro Technologies

SEPTEMBER 3, 2024

Adam Honig : We have a lot of people in the manufacturing industry who listen to this podcast. For those folks in the manufacturing business, it’s almost like you guys are a manufacturer of these products, but the means that you go about making them is just different than a traditional assembly line or something like that.

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Manufacturing Technology Technology Assembly Line 59

G2

NOVEMBER 20, 2023

The overall trends say a lot about what the majority of drivers are asking for, and the manufacturers deliver accordingly. To amp up a brand, many manufacturers and dealers have started to capitalize on modern technology like automotive marketing software. In 2023, the US car manufacturing market was worth $104.1

Manufacturing 52

Manufacturing E-commerce Transportation Electricity 52

Highspot

FEBRUARY 22, 2024

Operations planning process: Ensure resources, such as raw materials and manufacturing capacity, are available to meet projected customer demand. A manufacturer might streamline its assembly line to meet increased demand and ensure on-time delivery every holiday season.

Manufacturing 52

Manufacturing Finance Objectives and Key Results Sales 52