Partners in Excellence

MAY 26, 2021

Our demand gen, marketing, sales organizational design, sales processes, customer experience—all of it are generally designed around us. They don’t care about our organizational structure, they don’t care about our selling process or strategies for demand gen. We may be trying to hit certain spend/budget goals.

Assembly Line 141

Assembly Line Customers Manufacturing Start-ups 141

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.

Manufacturing 71

Manufacturing Assembly Line Technique Quota 71

PandaDoc

OCTOBER 14, 2020

The Request For Proposal (RFP) process is broken, flawed, and disorganized. When you’re down in the weeds, entangled in the messy process, it can be hard to figure out how to make improvements. It serves to free up time and remove barriers that lead to more efficient and higher-quality work. It’s all an absolute waste of time.

Process 139

Process Teamwork Assembly Line Transportation 139

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

Sales Hacker

MARCH 3, 2021

Isn’t it ultra-satisfying to watch a perfectly automated factory assembly line? Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. What is the handoff process? Why is the handoff process important? See how smooth things are?

Process 81

Process Assembly Line Drivers/motivators UX 81

Partners in Excellence

SEPTEMBER 24, 2018

” Sales picks up the process, SDRs call to qualify the opportunity, they hand the lead to an account manager who gets more information, the customer is handed over to a pre-sales person for a demo, then someone else try to close them. , we caught ’em, you skin ’em.”

Assembly Line 96

Assembly Line Sales Process Account management 96

Highspot

JULY 31, 2020

Proactively thinking through how and why your sales organization is set up a certain way ensures that you are not only making strategic hiring decisions but that you’re putting your reps in position to thrive. Sales organization structure is important as it sets sellers up for success. The Assembly Line.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

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 85

Sell Assembly Line High impact Up-sell 85

Sales Hacker

FEBRUARY 1, 2022

We’re also brought to you by Vidyard — the best way to sell in a virtual world, whether you need to connect with more leads, qualify more opportunities, or close more deals. Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Welcome to the Sales Hacker podcast.

Commission 90

Commission Quota Assembly Line Sales 90

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. Sales Hasn't Changed, We're Just Leveraging Cool New… "Buyer's Remorse" Grows Up.

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Partners in Excellence

OCTOBER 30, 2020

” “We are expanding our factory capacity and need to add a new assembly line, can we talk about your products as a potential solution?” Don’t they know I don’t sell that stuff? What if rather than just showing up, uninvited, in their inbox’s, we started showing up where they are showing up?

Prospecting 108

Prospecting Customers Assembly Line Education 108

Highspot

OCTOBER 16, 2024

Excellent sales performance hinges on meeting customer needs, using data to guide decisions, and continuously enhancing processes. Coach them, train them, and provide them with the tools to be successful Be agile with your sales strategy, don’t wait for your yearly SKO to change things up What Is Sales Performance?

Closing 52

Closing Objectives and Key Results Quota Sales 52

Partners in Excellence

JUNE 30, 2023

It’s tantamount to my brushing the dust off that use by 12/2004 can and polishing it up. The processes are intertwined and interleaved through the life cycle of our relationships with our customers. Whether it’s specialization in how we move our customers through the “sales assembly line.”

Assembly Line 62

Assembly Line High impact Quota Technique 62

Partners in Excellence

OCTOBER 13, 2021

Prospecting results are fixed, so the only we we get more prospects is to up the volume and frequency with which we prospect. And, while I will contradict my opening premises, too much of the time, in seeking “predictable revenue,” we treat every aspect of selling as laws etched in granite.

Assembly Line 95

Assembly Line Quota Prospecting Start-ups 95

Hubspot

MAY 9, 2022

That starts with you being involved and thoughtful in the hiring process. An effective team is rarely some undefined, "everyone for themself" chaos pit where reps are left up to their own devices when trying to collaborate. The Assembly Line — a model where reps work on designated responsibilities, specific to a certain pipeline stage.

Assembly Line 77

Assembly Line Objectives and Key Results Construction Commission 77

Partners in Excellence

DECEMBER 10, 2018

At the end, Brent Adamson pulled me to the side asking, “Dave, you seem to have a pretty dark outlook about selling, what’s up?” Am I contributing to it’s improvement and the ability of sales to contribute to our customers and the companies we sell for?” The mindless focus on volume/velocity.

Sell 82

Sell Assembly Line Up-sell Cold Call 82

Gong.io

SEPTEMBER 29, 2022

If you’ve ever used a smart assistant on your phone to ask a question, a chatbot to check up on an order, or social media to browse your feed, you’ve benefited from AI. 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? .

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

Partners in Excellence

MARCH 31, 2017

We design our organizations to be lean mean selling machines. 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. They go from being MQLs to SQLs to qualified opportunities.

Assembly Line 63

Assembly Line Manufacturing Account management B2B 63

ClickFunnels

JUNE 18, 2021

Our co-founder, Russel Brunson, has developed a sales funnel model called The Value Ladder, which we believe is the most effective way to sell online. You can set up your content management system to automatically add an opt-in form to the end of each blog post. He ended up making $203,736 that year. 3 Build a Popular Blog.

Minimum Viable Product 229

Minimum Viable Product Assembly Line Niche Sales 229

Salesforce

JULY 28, 2022

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. Watch this video, featuring Salesforce’s Andy Peebler, to learn how manufacturers can benefit from creating a parts business: Why sell parts online?

Original Equipment Manufacturer 52

Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

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. The problem? This person doesn’t exist.

Growth 97

Growth Assembly Line Cross-sell Engineering 97

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 49

Assembly Line Customers Manufacturing Objectives and Key Results 49

Salesforce

AUGUST 20, 2021

Although many of us still think of robots on the assembly line as the typical agent of job displacement, AI has made advances in fields that many people never imagined were vulnerable to automation: Healthcare : Machine-learning algorithms can diagnose some types of cancer or perform common X-rays with better accuracy than human radiologists.

Assembly Line 98

Assembly Line Healthcare Education Technology 98

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.

Sell 72

Sell Assembly Line Manufacturing Up-sell 72

Martech

FEBRUARY 1, 2022

Back in July, I packed up my house and moved everything to my new place. Moving is always a slog, but I’ve done it so often that I can do it on autopilot: Throw this out, pack that, sell what’s too good to pitch but not needed in the new place. Moving to a new vendor is a complex process. Fast-forward to today.

Service 101

Service Assembly Line Cross-sell Follow-up 101

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.

Sell 93

Sell Objection handling Assembly Line Territory 93

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!

Assembly Line 121

Assembly Line Launch Real Estate Electricity 121

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. 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.

Manufacturing 66

Manufacturing Assembly Line User Experience Gaming 66

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. Need Help Automating Your Sales Prospecting Process? The Assembly Line. It’s hard to provide a great customer experience when there are so many people involved in the process. Size of your sales team.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Partners in Excellence

APRIL 18, 2017

The focus in much of our discussions on selling is about us–sales people. 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 56

Assembly Line Sell Customers Up-sell 56

Partners in Excellence

NOVEMBER 8, 2019

But the past couple of weeks, I’ve been in a bit of a dark place on the “state of selling.” Sadly, too many sales executives, too many clueless corporate executives; all supported by vendors and consultants trying to sell them something are in a mad rush in exactly the opposite direction. Principle Based Selling!

Assembly Line 80

Assembly Line Trust Consult Up-sell 80

SalesLoft

AUGUST 2, 2018

It could be an image of tiny robots completing sales tasks along an assembly line, or a computer spewing out countless emails day and night. Which begs the question, what sales tasks should be automated so you can save time and focus on selling? Automation is one way you can allocate more time for core-selling activities.

Assembly Line 52

Assembly Line Sales Appointment Up-sell 52

Partners in Excellence

FEBRUARY 1, 2017

But something has changed in selling. Yes, quotas go up, but we expect people to improve and become more productive. Yes, quotas go up, but we expect people to improve and become more productive. Plus we are investing in tools, programs, processes, and training to help them become more productive.

Assembly Line 68

Assembly Line Quota Sales Construction 68

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. ” That’s followed up with a conversation with a SDR/BDR. We design processes that are efficient for us.

Assembly Line 49

Assembly Line Customers Trust CRM 49

Hubspot

JANUARY 31, 2018

I’ve been selling for over 30 years, and it’s been a blast. Although it’s arguably more difficult to sell effectively in 2018, it’s easier for top performers to differentiate themselves. If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. Drop the 18 tactics below.

Cold Call 101

Cold Call Assembly Line Inside sales Sales 101

Partners in Excellence

JUNE 6, 2017

The right process will produce the right results: Principle 2: Create a continuous process flow to bring problems to the surface. Principle 6: Standardized tasks and processes are the foundation for continuous improvement and employee empowerment. The sales process is fundamental. Principle 4: Level out the workload.

Manufacturing 64

Manufacturing Assembly Line Sales Process 64

Highspot

NOVEMBER 1, 2022

Using the tested tips below, you can assess your approach to sales — and ensure your team is set up for success. That’s because certain sales models are better suited to certain types of businesses, selling motions, or solutions. Personalization is key to buyer engagement — it’s also a frequently cumbersome process.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52