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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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. One of the biggest areas of waste is the product itself.

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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. As you have already seen, the foundation is “the right process will product the right results.”

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Partners in Excellence

APRIL 12, 2023

Yet, sellers are still focused on being purveyors of the same product information that buyers have already studied on the web. Sellers have, blindly, applied “manufacturing” technique to managing their selling process. Why— customers have found more productive ways of getting what they need to learn!

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Assembly Line Customers Tradeshows Manufacturing 125

Partners in Excellence

MAY 25, 2024

Perhaps the product hasn’t been built or shipped, perhaps it was contracted to be delivered at a certain time. Or embedded product organizations have supply contracts, representing the amount and schedule for delivery, invoicing and payment. In manufacturing, the way this was eliminated was to eliminate all variation.

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Partners in Excellence

OCTOBER 15, 2021

” We look at, how do we reduce onboarding time, how do we maximize productivity during that time? We redesign knowledge work, emulating the principles of the industrial assembly lines of the past. them passing the work to the next person in the knowledge worker assembly line. The problem is at the top!

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Partners in Excellence

MAY 23, 2024

Since the target customers, initially, for these tools were individuals and small teams, the methods others had used in consumer product selling were adapted. Materials explaining the capabilities of the products, demos, 30 day free trials were heavily leveraged. And assembly line process started to emerge.

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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. They are almost solely in charge of converting raw materials into a final product.

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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. ”[ 1 ].

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Partners in Excellence

NOVEMBER 27, 2018

And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). Rather than heavily product selling focused, they leverage more customer focused language, but under the covers, they haven’t changed substantively.

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Partners in Excellence

MARCH 31, 2017

Prospectors prospect, account managers account manage, product line specialists are expert in their product lines, and on and on… Each role is precisely defined, we have the metrics to by which we constantly measure performance. They may get smarter as they go through our and our competitors assembly lines.

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Partners in Excellence

DECEMBER 4, 2016

In recent years we’ve increasingly leveraged technology, both to improve productivity, but to automate as much of these processes as we can. One begins to see images of assembly lines with customers on a conveyor belt moving from station to station. 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. Send me an email for my eBook on applying the Toyota Production Process to selling). We’ve focused more on the mechanics and less on the people.

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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. Your sales organization is in charge of generating revenue for your business by convincing buyers to purchase a product or service.

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Martech

NOVEMBER 18, 2022

The assembly line. The same applies to touchscreen technology and many other processes and products that came together to allow something new to exist. Can you outcompete others in your industry by developing and launching innovative products or services before they do and with other competitive advantages? The airplane.

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Partners in Excellence

MAY 15, 2017

It does this through providing innovative products/services that it’s customers want to buy. For example, product development is accountable for developing products according to a certain timeframe, to achieve certain goals, often measured in revenue generation, market share, growth, and so forth.

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Hubspot

OCTOBER 18, 2021

It scrutinizes every product and strategy — from messaging to sales processes. Competitors that are new — or much smaller — have the power to disrupt an industry with innovative strategies and products. In comparing itself with its competition, Xerox discovered it had: 10 times as many rejects on the assembly line.

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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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Partners in Excellence

APRIL 5, 2023

Our inboxes, voicemails, texts are dominated by these sellers talking to us about cool products, their cool companies and what they do. But the SaaS selling model seems to be based, also, on a flawed adaptation of lean manufacturing techniques and the Toyota production system. of the global economy.

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Conversion Sell Manufacturing Healthcare 71

Hubspot

FEBRUARY 14, 2017

That was more common in England, however, where the Industrial Revolution began earlier and eventually included the production of “ fancy valentines [that] were extremely expensive to import. ”. Whitney has acquired at least 10 competitors, including Berlin and Jones, which had become New York City’s “ largest manufacturer of Valentines.”

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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’ve long had product line specialists, organizations where sales is oriented around different product lines, each sales team responsible for the sale of a specific product line. A terrific strategy for driving product line growth. Specialization makes sense—where it makes sense.

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Spiro Technologies

OCTOBER 5, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products. 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. John Lund: Myself?

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Sell Manufacturing Electricity Construction 59

Spiro Technologies

SEPTEMBER 3, 2024

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products—and of course, having fun along the way. Why is that important for growing these types of products? Adam Honig : We have a lot of people in the manufacturing industry who listen to this podcast.

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Spiro Technologies

OCTOBER 20, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, selling products, and of course, having fun along the way. 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.

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Spiro Technologies

JANUARY 18, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Instead, today we’re talking with Steve Kingeter, the CEO of VC999, probably the best manufacturer of vacuum packaging machines in the world.

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Manufacturing Assembly Line Up-sell Engineering 52

G2

NOVEMBER 20, 2023

Design Marketing Productivity Sales Tech All Topics Subscribe and never miss a post. The overall trends say a lot about what the majority of drivers are asking for, and the manufacturers deliver accordingly. Manufacturers and dealers must match the changing market dynamics to survive and thrive in the automotive sector.

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Manufacturing E-commerce Transportation Electricity 52

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.

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Manufacturing Finance Objectives and Key Results Sales 52