Partners in Excellence

MARCH 9, 2020

The buying process is messy, a characteristic of intensely human interaction. We map the buying process, ending up with something that resembles Gartner’s famous “spaghetti” charts. Buying can be confusing–both in managing the internal buying process, but in, also, in assessing the alternative solutions.

Sell 95

Sell Assembly Line High impact Up-sell 95

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.

Sell 114

Sell Objection handling Assembly Line Territory 114

Sales Hacker

FEBRUARY 1, 2022

Outreach enables accurate sales forecasting, replaces manual processes with real-time guidance, and unlocks actionable customer intelligence to help you win more often. The second aspect of the predictive revenue model is the sales assembly line or seller specialization or sales handoffs , primarily the AE/CSM split.

Commission 97

Commission Quota Assembly Line Sales 97

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.

Assembly Line 77

Assembly Line Manufacturing Government Up-sell 77

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.

Sell 87

Sell Assembly Line Manufacturing Up-sell 87

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.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Partners in Excellence

SEPTEMBER 9, 2018

Often, these are those with the assembly line version of selling, optimizing our process, treating the customer as a widget they move through the process—lead, SDR, Demo, Account Manager, Specialist, Customer Experience Team… The customer is an object upon which we execute our selling process, working the numbers.

Assembly Line 92

Assembly Line Account management Gaming Sell 92

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.

Assembly Line 59

Assembly Line Customers Manufacturing Objectives and Key Results 59

Partners in Excellence

NOVEMBER 8, 2019

To put customers on an assembly line where they are touched by an SDR, moved to an account manager, moved to a demo-er, moved to the next step and the next and the next…until the customer makes a decision. They are expecting them to think for themselves and trusting them to do so. Trusting them to do so.

Assembly Line 87

Assembly Line Trust Consult Up-sell 87

Partners in Excellence

OCTOBER 13, 2021

They recognize the real value in the organization has nothing to do with what they sell, or the tools, programs, processes, and so forth. Likewise customers are widgets in our sales assembly line. They realize the key differentiator is their people and their alignment with the purpose and mission of the organization.

Assembly Line 107

Assembly Line Quota Prospecting Up-sell 107

Partners in Excellence

DECEMBER 5, 2019

Until we help the customer successfully navigate their buying process, we can’t be successful, we can’t get the PO. Everything we do is focused on us and our processes. How we engage the customer, how we develop empathy, trust, how much we care and demonstrate that care. We have to do the whole job.

Assembly Line 76

Assembly Line Territory High impact Technology 76

Sales Hacker

MARCH 17, 2021

Strict sales volume does go a long way in achieving long-term revenue growth, but processes and cross-department alignment are what allow sales volumes to scale in the first place. Maintaining the same processes. The same can be said about technology, CRM usage, and the overall process. Failing to develop talent.

Growth 106

Growth Assembly Line Cross-sell Engineering 106

Partners in Excellence

APRIL 18, 2017

We have highly focused roles, each role focuses on it’s job in the sales process, once complete, the widget–I mean customer, is passed to the next function, then the next, then the next… on down the sales assembly line.

Assembly Line 69

Assembly Line Sell Customers Up-sell 69

Partners in Excellence

AUGUST 29, 2016

It almost seems that we have an assembly line that we pass our customers along—we try to attract attention, building a relationship through our digital presence–web sites, blogs, other materials. How do we build trust across our organizations? We design processes that are efficient for us.

Assembly Line 59

Assembly Line Customers Trust CRM 59

Sales Hacker

JULY 12, 2021

Common challenges include inconsistent or undefined processes, siloed data, and disparate systems. As they dig in and work to create, coordinate and deploy new processes, results come quickly. Consequently, issuing a comprehensive RFP is an important part of the process. Bring customer success into the sales process.

Objectives and Key Results 94

Objectives and Key Results Assembly Line Contract Represent 94

Martech

SEPTEMBER 28, 2021

This is another case where they will have to just trust the information that Google Ads is giving them without seeing the inside of the process. The result is a cookie-cutter, assembly line style of marketing that prioritizes measurement over customer needs. Read more here. Quote of the day.

Launch 87

Launch Assembly Line CRM Conversion 87

Partners in Excellence

APRIL 4, 2017

It isn’t their ability to self educate, to engage other buyers in social conversations, or even to process their buying transaction electronically. We know people buy from people, yet we create assembly line/transactional processes. What’s killing sales isn’t the buyer.

Assembly Line 67

Assembly Line Sales Education Pitch 67

Sales Hacker

AUGUST 9, 2019

A set of tasks and processes meant to develop and implement growth opportunities within (and between) organizations in a sustainable and profitable way. It’s like an assembly line. . Despite their differences, business developers and sales reps basically work on the same sales process. But they should!

Assembly Line 96

Assembly Line Pipeline Sales Closing 96

Partners in Excellence

NOVEMBER 2, 2022

We know they struggle to make sense of the conflicting information that deluges them through their buying process. While B2B buying is a group consensus process, the struggles buyers have are, more often, individual and personal. We don’t take the time to build relationships and trust. How will they be viewed?

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Search Engine Land

OCTOBER 13, 2023

In many instances, it’s still seen as a creative support function to sales, not as a function that has bottom-line impacts.” Dig deeper: How to convince leadership why they can’t ignore SEO We’re incentivized to avoid risks Without a clear ROI, we suffer the consequences of not being trusted. I’ll never do that again!” Duffy said.

Finance 87

Finance Objectives and Key Results Assembly Line Trust 87

Gong.io

SEPTEMBER 29, 2022

But they’re not stopping there; they’re also leveraging sales AI to boost their bottom line. And how can you incorporate this technology into your sales process? . Artificial intelligence or AI encompasses a range of technologies, such as machine learning, deep learning, computer vision, and natural language processing.

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

Spiro Technologies

OCTOBER 20, 2022

And so what this really is taking that kind of natural interface and applying it into a work process. So with voice, you walk in, and again, we’ve all been using that interface from day one, and it’s a pretty simple process for sure. Alex Reneman: Yeah, that’s a good call. I can give an example.

Sell 52

Sell Manufacturing Assembly Line Technology 52

Lead Fuze

JANUARY 2, 2024

Automating the lead generation process often simplifies data analysis since most tools come equipped with dashboards that make sense out of numbers at lightning speed—and let me tell you—the insights gleaned from these stats are pure gold for decision-making. And if you think this might complicate things – guess again.

Lead generation 52

Lead generation A/B testing Cold Call Technique 52

Spiro Technologies

JANUARY 18, 2023

Adam Honig: Now do you have a standard process for trying to collect that insight from customers? Adam Honig: Yeah, that’s amazing, I can just see the frogs rolling off the assembly line, sealed up in the packaging, ready to go to squeamish high school seniors, taking those things apart. Is that correct?

Manufacturing 52

Manufacturing Assembly Line Up-sell Engineering 52

Partners in Excellence

JULY 12, 2024

Apparently the speakers were noticing the fact that to develop trust and confidence with our customers, we have to build some sort of relationship. Once we inject two human beings into any process, human to human connections are critical to success. Trust is not about being best buds, sometimes our buds are the most untrustworthy.

Sell 143

Sell Assembly Line Trust Up-sell 143

Hubspot

JULY 18, 2016

Its narrow offerings were all produced in an assembly-line-style system. It wasn’t the quality of the fries and the burgers that made McDonald's valuable; it was the system and processes they had created. These systems should be driven by standardized individual processes. And the rest is history. And then it happens.

Objectives and Key Results 55

Objectives and Key Results Clients Assembly Line Meeting 55

Partners in Excellence

FEBRUARY 15, 2021

We take them through the same standard “handling” as we engage them and move them through our selling process (forget they have their own buying processes and they struggle with it.). We can totally automate the process, creating a far more efficient and effective buying experience for our customers.

Assembly Line 86

Assembly Line Quota Pitch Meeting 86

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?

Manufacturing 52

Manufacturing Finance Objectives and Key Results Sales 52