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. In a lean factory line, the entire line would stop.

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Manufacturing Assembly Line Technique Quota 71

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

There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. Sellers have, blindly, applied “manufacturing” technique to managing their selling process.

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Assembly Line Customers Tradeshows Manufacturing 125

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.

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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

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. Stated differently, moving more toward selling as a science. We’ve focused more on the mechanics and less on the people.

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Sell Assembly Line Manufacturing Up-sell 84

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

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

APRIL 5, 2023

I just listened to an outstanding webcast on the future of selling, conducted by four close friends. I am a student of their work, they are among the smartest thinkers about selling I’ve ever met. It seemed, unconsciously, the conversation around selling gravitates to SaaS selling.

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Conversion Sell Manufacturing Healthcare 71

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. Sales/marketing started applying these manufacturing principles to the “mechanization” of the process. And assembly line process started to emerge.

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Assembly Line GTM Minimum Viable Product Non-Profits 77

Partners in Excellence

MARCH 31, 2017

We design our organizations to be lean mean selling machines. 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. You must get rid of Variability!”

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Assembly Line Manufacturing Account management B2B 76

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. One begins to see images of assembly lines with customers on a conveyor belt moving from station to station.

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Assembly Line Customers Manufacturing Objectives and Key Results 56

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

Highspot

JULY 31, 2020

After all, you wouldn’t put a new recruit in charge of your enterprise accounts; similarly, a rep with deep experience in healthcare would probably struggle to sell into tech. There are three main models for sales teams: the assembly line, the pod, and the island. The Assembly Line. Is not suited to scale.

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Assembly Line Territory Strategize Sales 72

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. Our solution can save your reps 30% in admin time, so they’ll have more time to sell (really?), will sell more (really??),

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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. Selling Process Or Buying Process?

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Process Customers Assembly Line Manufacturing 66

Partners in Excellence

MARCH 22, 2017

I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. The speaker was clearly smart and had been very successful in selling, perhaps there was something I misunderstood. The concept of “team selling” arose.

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Sell Territory Assembly Line Manufacturing 54

Hubspot

OCTOBER 18, 2021

Maybe you took a mental note on which player had the most properties, or who had the best buying and selling strategy. For example, if you want to develop a competitive selling strategy, which competitor has the most effective pricing model — and what exactly do they offer? 50% higher cost to manufacture.

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Manufacturing Assembly Line User Experience Gaming 77

Spiro Technologies

OCTOBER 5, 2022

Adam Honig: Hello and welcome to Make It, Move It, Sell It. 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. Transcript.

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Sell Manufacturing Electricity Construction 59

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. Remember that rebranding aims to showcase your brand’s strengths in the market and sell more products or services. Others include: The automobile.

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Assembly Line Launch Real Estate Electricity 120

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. Howland sells the New England Valentine Company to the George C. Source: The Chocolate Journalist. Source: Viintage. 1880 - 1881.

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Assembly Line Manufacturing Construction Launch 78

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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Sell Manufacturing Assembly Line Technology 52

Spiro Technologies

SEPTEMBER 3, 2024

Sell It podcast. 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. Adam Honig : We have a lot of people in the manufacturing industry who listen to this podcast. Keith Bradley : Yeah. podcast at spiro.ai/podcast.

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Manufacturing Technology Technology Assembly Line 59

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. Transcript.

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Manufacturing Assembly Line Up-sell Engineering 52

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

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Manufacturing E-commerce Transportation Electricity 52