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. ” “Can we improve processes upstream, by helping our suppliers improve what they are doing with us?” ” “Can we the downstream experience of our customers?”

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Assembly Line GTM Manufacturing Engineering 139

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.

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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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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. Principle 8: Use only reliable, thoroughly tested technology that serves your people and processes.

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Partners in Excellence

APRIL 12, 2023

But we seem to miss out on the fact that our buyers have discovered the same tools and are using them to help them in their buying process. Sellers have, blindly, applied “manufacturing” technique to managing their selling process. Now we have 72% of buyers preferring a “rep-free” buying process.

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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. For this model to work, variation at any point in the process has to be eliminated.

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Assembly Line Manufacturing Contract Represent 77

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.

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Process Customers Assembly Line Manufacturing 66

Partners in Excellence

JANUARY 5, 2023

Pile onto this all the shifts in buyer behavior we see, increasing numbers of buyers actively disengaging with sellers, preferring to navigate their buying processes with out sales help. Engineering projects will be competing with manufacturing, IT, and projects from every part of the organization. What does it take to succeed?

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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

When customers said tell me more, the sales process was usually pretty short. Sales/marketing started applying these manufacturing principles to the “mechanization” of the process. And assembly line process started to emerge. Just like a factory assembly line, it became so easy to grow.

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Assembly Line GTM Minimum Viable Product Non-Profits 77

InsightSquared

SEPTEMBER 20, 2018

The Japanese term “Kaizen” stands for the continuous improvement of a process. 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

Each step of our sales process is optimized to maximize the results our sales people get. We recognize different skills and capabilities are needed in different stages of the sales process. We start feeding customers through our process, moving them from person to person. And they are emotional. You must get rid of Variability!”

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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. But there are limitations to this.

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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. We’ve developed predictable models of moving these customers through the process in very high volumes/velocity.

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Assembly Line Customers Manufacturing Objectives and Key Results 56

Partners in Excellence

DECEMBER 21, 2017

.” But, as with many swings of the pendulum, I worry that the implementation of selling as a science often goes too far, losing people, relationships, and humanity, in the process. Yes, science is disciplined, process oriented, fact based, data driven, analytic, logical. They think relationships aren’t important.

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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. Moves customers through your sales process quickly.

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Martech

NOVEMBER 18, 2022

The assembly line. It’s also the process behind what makes it happen. The same applies to touchscreen technology and many other processes and products that came together to allow something new to exist. Attempting to rush the process usually backfires, as well. Processing. The airplane. Get MarTech!

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Assembly Line Launch Real Estate Electricity 121

Hubspot

OCTOBER 18, 2021

One way to get there is through something called "competitive benchmarking" — the process of looking externally to see how your business stacks up against your competitors and industry standards. Process benchmarking: compares business and operational processes. Seven times as many manufacturing defects in finished products.

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Manufacturing Assembly Line User Experience Gaming 77

Partners in Excellence

MAY 15, 2017

” For the most part, the article was a tutorial on pipeline metrics and a diatribe against much of the quota setting process. Or is it fixing the process by which we establish goals? Likewise, manufacturing has certain goal, it has to build quality products, meeting cost, delivery, and a number of other criteria.

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Quota Manufacturing Assembly Line Sales 71

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

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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Partners in Excellence

MARCH 22, 2017

We started segmenting the sales process with people focused on the simpler/transactional sales (usually inside sales) and those that focused on complex sales (usually the field/territory people and specialists). We have organizations that have “closers,” only focused on the final steps of the sales process.

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Sell Territory Assembly Line Manufacturing 54

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

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. And so what this really is taking that kind of natural interface and applying it into a work process. Alex, welcome to the show. Adam Honig: Yeah, great to be here.

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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. Adam Honig: Now do you have a standard process for trying to collect that insight from customers? Welcome to the show, Steve. Adam Honig: Of course. Is that correct?

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Manufacturing Assembly Line Up-sell Engineering 52

Highspot

FEBRUARY 22, 2024

3 Components of S&OP Why a Well-Executed S&OP Matters for Every Business Top Benefits of S&OP S&OP Maturity S&OP Process S&OP Tips and Best Practices Debunking Misconceptions About S&OP Common S&OP Problems and How to Overcome Them Measuring the Success of S&OP What Is Sales and Operations Planning?

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Manufacturing Finance Objectives and Key Results Sales 52