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. It’s called Jidoka or Autonomation.
Partners in Excellence
APRIL 12, 2023
We’ve adopted “clever prospecting techniques” leveraging volumes of emails, back to back calls from different numbers, local presence, social outreach. Sellers have, blindly, applied “manufacturing” technique to managing their selling process.
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Partners in Excellence
JANUARY 5, 2023
Come up with more “clever” sequences and techniques, cast a wider net. Our sequences, our assembly line techniques for herding through processed that are optimized for us will fail! The temptation is to do what we’ve always done, the only thing many sellers know, do more!
Partners in Excellence
MAY 23, 2024
And just like consumer products, mass marketing techniques were used to make customers aware of products. Since lean/agile techniques were so successful in the product development, they were extended to the GTM strategies. And assembly line process started to emerge. And as SaaS exploded, new dynamics started emerging.
Partners in Excellence
MARCH 19, 2021
They are not widgets to be passed from sales specialist to sales specialist down our sales assembly line. If we could do one thing to more effectively engage our customers, we should throw out all the tools, techniques, gimmicks that we inflict on ourselves and our customers. Without this, we can’t create value with them.
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!
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.
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