Partners in Excellence

AUGUST 7, 2024

Continuing my series on applying lean/agile manufacturing principles to selling, I was reminded by Charles Green and Dave Jackson about an important aspect of these principles that is never mentioned by those promoting lean/agile in our sales assembly lines. This represents waste, lost productivity, and continued low performance.

Trust 139

Trust Assembly Line Manufacturing GTM 139

Partners in Excellence

JUNE 30, 2023

Yet we insist on using the same old models, techniques, and approaches. Those distinct models no longer represent the way customers buy and grow in the utilization of our products. Whether it’s specialization in how we move our customers through the “sales assembly line.” ” The world has changed!

Assembly Line 62

Assembly Line High impact Quota Technique 62

Partners in Excellence

APRIL 5, 2023

That represents about 0.5% But the SaaS selling model seems to be based, also, on a flawed adaptation of lean manufacturing techniques and the Toyota production system. One wonders about the dominance of SaaS selling in our conversations about selling. When you look at the data, it’s actually a pretty small sector.

Conversion 71

Conversion Sell Manufacturing Healthcare 71

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. Traditionally, sales representatives pause their work to complete replacement part orders by phone. Let automation do the thinking.

Original Equipment Manufacturer 52

Original Equipment Manufacturer Manufacturing Assembly Line Sell 52

Highspot

OCTOBER 16, 2024

However, if sales reps aren’t using good sales techniques, that pipeline won’t translate into closed deals. Highspot helps by providing the tools sales representatives need exactly when they need them. Many believe that pipeline health is a strong indicator of performance.

Closing 92

Closing Objectives and Key Results Quota Sales 92