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 115

Sell Objection handling Assembly Line Territory 115

Partners in Excellence

JULY 11, 2024

When we sell physical products, they are usually offered in some form of outright purchase. ” Let’s imagine we sell manufacturing equipment. We’ve sold to a customer with a single manufacturing line, but now they are expanding the number of manufacturing lines so they need to buy more.

Assembly Line 138

Assembly Line Manufacturing GTM CRM 138

Partners in Excellence

MARCH 9, 2020

Ironically, while buying is getting more personal–more about people relating to people, selling seems to be, increasingly, less so. Relationships were fundamental to sales and selling in distant times. Buying is about people, great selling is too! We Don't Lose Because Of What We Sell!

Sell 96

Sell Assembly Line High impact Up-sell 96

Partners in Excellence

SEPTEMBER 29, 2023

Sadly, we have adopted a mechanistic view of business–particularly in selling and management. We stop thinking of our customers as human beings, instead treating them as widgets we move along the sales assembly line. Those assembly lines are failing!

Assembly Line 141

Assembly Line Trust Up-sell Start-ups 141

Partners in Excellence

NOVEMBER 5, 2021

We are creating massive sales assembly lines optimizing the order taking process. We nurture them until they have done much of the work, then we engage them running them through our sales assembly line of qualifying, demoing, pitching, proposing, closing. At the same time, we see data that is alarming.

Assembly Line 143

Assembly Line Sales Price Trust 143

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 93

Sell Assembly Line Up-sell Cold Call 93

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 88

Sell Assembly Line Manufacturing Up-sell 88

Partners in Excellence

SEPTEMBER 24, 2018

The overall marketing/sales assembly line takes customers through this linear process, all oriented to moving the customer through a buying decision. Except our assembly line/linear customer engagement model doesn’t reflect how our customers buy.

Assembly Line 118

Assembly Line Sales Process Account management 118

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.

Assembly Line 125

Assembly Line Customers Tradeshows Manufacturing 125

Partners in Excellence

AUGUST 8, 2024

” A mindset instilled in each worker in the assembly line was, “how do you improve the part of the process you are responsible for?” Are there things that get in the way that we should stop (the selling equivalent of removing 14 useless circuits from a circuit board)? How can we make things simpler?

Assembly Line 139

Assembly Line GTM Manufacturing Engineering 139

Partners in Excellence

JUNE 27, 2024

For some reason, there’s a huge attraction to applying “manufacturing techniques” to selling. Second, it always produces the same outcome (manufacturing experts will quibble, but we do design manufacturing lines to produce zero defects.) And this concept ripples back through the manufacturing line.

Manufacturing 62

Manufacturing Assembly Line Sell Up-sell 62

Partners in Excellence

JANUARY 29, 2023

For years, I’ve been writing about the mechanization of selling. Customers have become depersonalized widgets that we move along our selling assembly lines. Our people have become replaceable widgets as well.

Assembly Line 147

Assembly Line Trust Clients Technology 147

Partners in Excellence

MAY 25, 2021

When I started selling, I had the responsibility for growing a very large banking account. The customer has become almost irrelevant, instead, we have optimized roles for moving our customer through our sales assembly line. Related Posts: Optimizing Part Of The Selling Function,… Tag, You're It!

Assembly Line 133

Assembly Line Account management Education Sell 133

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. And assembly line process started to emerge. Toss X number of customers into the beginning of the assembly line and Y in POs would emerge from the end of the line.

Assembly Line 77

Assembly Line GTM Minimum Viable Product Non-Profits 77

A Sales Guy

MAY 18, 2013

Henry Ford : While Ford is today known for his innovative assembly line and American-made cars, he wasn’t an instant success. His wife fished it out and encouraged him to resubmit it, and the rest is history, with King now having hundreds of books published the distinction of being one of the best-selling authors of all time.

Assembly Line 118

Assembly Line Drivers/motivators B2B Up-sell 118

Partners in Excellence

MARCH 19, 2021

Dr. Stephen Covey’s fifth habit, “Seek first to understand, then to be understood,” is a fundamental principle of selling and leadership, yet it is rare that I see this principle exercised. They are not widgets to be passed from sales specialist to sales specialist down our sales assembly line.

Assembly Line 112

Assembly Line Drivers/motivators Technique Sell 112

Partners in Excellence

MAY 25, 2024

The underlying principles of all of these is an assembly line mentality in workflow design. In selling we looked at standardized work by starting to segment parts of the selling process. The greater the variation, the more likely the assembly line would fail to meet it’s objectives.

Assembly Line 77

Assembly Line Manufacturing Contract Represent 77

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 learn more about his Content Assembly Line method here: Build Backlinks to That Content. Here’s how it looks like: It has four stages: Bait.

Minimum Viable Product 229

Minimum Viable Product Assembly Line Niche Sales 229

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 70

Assembly Line Sell Customers Up-sell 70

Partners in Excellence

APRIL 6, 2017

I’ve always been biased more to the science side of selling than the art side. I believe that selling is a disciplined process, that we can “engineer” those processes to increase our impact, customer engagement, and our effectiveness. I find myself in an unusual position. Much of this seems to be a R 3.0

Assembly Line 81

Assembly Line SQL Trust Sales 81

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? . “We are looking to buy electronic components to use in a new consumer product we are developing.

Prospecting 113

Prospecting Customers Assembly Line Education 113

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

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.

Conversion 71

Conversion Sell Manufacturing Healthcare 71

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. Why prospecting sits apart from sales [6:59].

Commission 103

Commission Quota Assembly Line Sales 103

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.

Assembly Line 81

Assembly Line Manufacturing Account management B2B 81

Partners in Excellence

JANUARY 5, 2023

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! But sellers will have to respond very differently than we have traditionally responded. While they may address our needs, they do nothing for the customer.

Customers 133

Customers Assembly Line Commission Technique 133

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

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.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

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. We cannot manage or control the variation!

Manufacturing 71

Manufacturing Assembly Line Technique Quota 71

Partners in Excellence

OCTOBER 13, 2021

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. They recognize the real value in the organization has nothing to do with what they sell, or the tools, programs, processes, and so forth.

Assembly Line 107

Assembly Line Quota Prospecting Up-sell 107

Partners in Excellence

DECEMBER 17, 2018

After all, AI and ML will solve all the problems of the selling world. If we structure our engagement process to be more transactional, the assembly line process becomes very attractive. This mechanized view of selling, means our view of talent is very different.

Assembly Line 88

Assembly Line Pitch Sales Growth 88

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.

Assembly Line 60

Assembly Line Customers Manufacturing Objectives and Key Results 60

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.

Sell 57

Sell Territory Assembly Line Manufacturing 57

Sales Hacker

MARCH 17, 2021

The reason they were such a good salesperson in the past is because they had the automation, infrastructure, and internal alignment in place to sell at a high rate. Having a goal of selling more is great, but what will actually allow you to sell more? The problem? This person doesn’t exist. Trying to scale without process.

Growth 114

Growth Assembly Line Cross-sell Engineering 114

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 88

Assembly Line Trust Consult Up-sell 88

Partners in Excellence

MARCH 24, 2021

Let’s start: This email is from a company that purports to have expertise in leveraging LinkedIn for selling. Looks like Don is just another widget on their sales assembly line. Where do I begin, there is so much wrong with this prospecting attempt? Don has confirmed that it appears they never looked at his profile.

Assembly Line 89

Assembly Line Objection handling Appointment Prospecting 89

Partners in Excellence

APRIL 4, 2017

What’s killing sales is sales people and leaders unwilling to do the work of selling! We know people buy from people, yet we create assembly line/transactional processes. If there is buying, there will always be a need for selling! We know and encourage buyers to self educate on the web.

Assembly Line 69

Assembly Line Sales Education Pitch 69