Sales Hacker

FEBRUARY 1, 2022

The second aspect of the predictive revenue model is the sales assembly line or seller specialization or sales handoffs , primarily the AE/CSM split. Those two aspects, prospecting/SDRs and the sales assembly line are the two key aspects that I challenge. Why prospecting sits apart from sales [6:59].

Commission 103

Commission Quota Assembly Line Sales 103

Partners in Excellence

MARCH 31, 2017

The SDR passes the customer to a BDR who passes the customer to an AM (Account Manager), who engages a Demoer, than a Product Line specialist. The customers move down our optimized assembly lines, with each sales person doing their job, maximizing the efficiency of our organization. And they are emotional.

Assembly Line 81

Assembly Line Manufacturing Account management B2B 81

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

MARCH 9, 2020

Specialization prevails as customers are moved from sales specialist to sales specialist, passing along the optimized sales assembly line. They focus on their own efficiency, automating and mechanizing as much of their work as possible.

Sell 96

Sell Assembly Line High impact Up-sell 96

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. What Are the Types of Sales Organizations? Customer Size.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

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.

Sell 115

Sell Objection handling Assembly Line Territory 115

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 88

Assembly Line Trust Consult Up-sell 88

Partners in Excellence

DECEMBER 21, 2017

We see too many signs of mechanization, losing the person, treating customers as widgets to move through our highly efficient selling process assembly lines. The Not So New Principles Of Sales Relationships Are Secondary To Sales Effectiveness Don’t Trust Your Sales Process, Challenge It,… My Favorite Sales Books.

Sell 88

Sell Assembly Line Manufacturing Up-sell 88

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

OCTOBER 13, 2021

Likewise customers are widgets in our sales assembly line. In our quest for efficiency, we treat people as replaceable widgets. If someone isn’t performing, we fire them, replacing them with someone else, and someone else. Business has always been about people, caring, meaning, and creating value.

Assembly Line 107

Assembly Line Quota Prospecting Up-sell 107

Partners in Excellence

DECEMBER 4, 2016

One begins to see images of assembly lines with customers on a conveyor belt moving from station to station. Perhaps the most subtly arrogant assumption of this assembly line mentality is that we are in control. Things like trust, relationships come into play. The problem is, customers are not widgets.

Assembly Line 60

Assembly Line Customers Manufacturing Objectives and Key Results 60

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. Chris Walker , CEO, Refine Labs.

Launch 96

Launch Assembly Line CRM Conversion 96

Partners in Excellence

DECEMBER 5, 2019

We pitch our products, we manage customers to fit into our selling process, we move customers through our sales assembly line because it is more efficient for us, though perhaps not helpful to what the customer is trying to do. How we engage the customer, how we develop empathy, trust, how much we care and demonstrate that care.

Assembly Line 77

Assembly Line Territory High impact Technology 77

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? Instead, we focus on our efficiency in handling the customer.

Assembly Line 60

Assembly Line Customers Trust CRM 60

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 70

Assembly Line Sell Customers Up-sell 70

Sales Hacker

JULY 12, 2021

In many organizations, the customer journey looks like an assembly line. Additionally, buyers know that the salesperson they work with and trust ultimately won’t be the person servicing their account once the contract is signed. Bring customer success into the sales process.

Objectives and Key Results 106

Objectives and Key Results Assembly Line Contract Represent 106

Sales Hacker

MARCH 17, 2021

Trusting opinion more than data. When you think about making a car, everyone’s specific job on the assembly line works together. Opinions are valuable, but data is priceless. Too many CEOs let their opinions get in the way of undisputable data, even if their opinions may be valuable. Scaling revenue is no different.

Growth 114

Growth Assembly Line Cross-sell Engineering 114

Sales Hacker

MARCH 3, 2021

Isn’t it ultra-satisfying to watch a perfectly automated factory assembly line? An emotional bond between two parties can only be established if they trust each other, and if there’s a reason to keep the relationship going. It could be cars, machinery, or maybe just ice cream sandwiches. See how smooth things are?

Process 97

Process Assembly Line Drivers/motivators UX 97

Gong.io

APRIL 28, 2021

a factory assembly line). With your potential ROI missteps under control and your champion offering up the right information, you’ll provide a deeper understanding of your product and remain a trusted and reliable source. In most cases, they aren’t correlated. Mission accomplished.

Assembly Line 71

Assembly Line Manufacturing Drivers/motivators Strategize 71

Hubspot

SEPTEMBER 22, 2011

Brian is regularly referenced in popular books including Chris Brogan's Trust Agents and Seth Godin's Linchpin. Or like Henry Ford went to a meat packing plant in Chicago and saw how they had conveyor belt assembly lines, and he applied that to the automobile industry, which was completely unheard of before then.

Assembly Line 77

Assembly Line Click Through Rate Engineering Presentation 77

Partners in Excellence

APRIL 4, 2017

We know people buy from people, yet we create assembly line/transactional processes. We know customers struggle with buying, yet none of our programs or activities focus on helping them learn how to buy, or helping them align the diverse interests in the buying group. We know that we have to research, prepare.

Assembly Line 69

Assembly Line Sales Education Pitch 69

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

Sales Hacker

AUGUST 12, 2020

This is the downside of the modern Sales Assembly Line — both buyer and seller feeling like a cog in the wheel. Whether you resist change or not, it is still a game of know, like, and trust. How did that make you feel? Like a piece of meat? Like just another number to be counted in the queue? Modern sales is buyer-centric !

Assembly Line 128

Assembly Line Intrinsic Prospecting Pitch 128

Sales Hacker

AUGUST 9, 2019

It’s like an assembly line. . If your sales reps don’t know what your business developers are doing — or vice versa — you might end up with trust issues, or worse, have steps in the funnel fall through the cracks. . Business Developers fill the pipeline. BDRs and SDRs perform different tasks.

Assembly Line 103

Assembly Line Pipeline Sales Closing 103

Sales Hacker

MARCH 4, 2025

Jessica Gilmartin: Yeah, so I would say there’s 2 things that I did that extremely deliberately cultivated environment of kind of trust. So I, I just, I spend a lot of time building trust with my team so that they know me as a person, not just as this random person, three levels above them that they’re scared to talk to.

GTM 73

GTM X-functional Start-ups Campaign 73

Partners in Excellence

NOVEMBER 2, 2022

We don’t take the time to build relationships and trust. We view the process as a transaction, moving the customer from person to person on our sales assembly lines. We don’t get to know who they are as people, we don’t understand what drives them, what they aspire to, what they fear.

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

Gong.io

SEPTEMBER 29, 2022

After all, some jobs have already been replaced by AI and robotics ( assembly lines come to mind). AI can analyze reams of data and identify patterns, but it can’t build those relationships or establish trust with prospects for you. . For now, let’s look at a question that might be on your mind. . It’s a valid question. .

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

Spiro Technologies

OCTOBER 20, 2022

We were working with a customer who had an assembly line and they had a couple stations along their assembly line. When you work with a customer for a while and you gain their trust as a trusted advisor, sometimes you get into projects that you just never would imagine. I can give an example.

Sell 52

Sell Manufacturing Assembly Line Technology 52

Lead Fuze

JANUARY 2, 2024

This kind of interactive approach fosters trust between brand and consumer leading up towards increased sales—not bad for some clever coding. It’s not just about posting; it’s about engaging smarter and building trust with prospects—without the extra legwork.

Lead generation 52

Lead generation A/B testing Cold Call Technique 52

Spiro Technologies

JANUARY 18, 2023

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. Steve Kingeter: And it’s a lot more diverse than frogs, trust me. Adam Honig: Wow, that’s amazing.

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. And we are discovering that running these people through our sales assembly lines is about as effective as my “just the facts/data” approach was.

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. You want a trusted team with skin in the game at your side as you move into the implementation phase. The owner realizes that by blindly trusting Harry, he has put his business in serious jeopardy. Creating the vision will be the easy part.

Objectives and Key Results 57

Objectives and Key Results Clients Assembly Line Meeting 57

Partners in Excellence

FEBRUARY 15, 2021

Then we move them to the next step in our process, always with the suggestion, “If you order by the end of the month, I might be able to do something on the price… ” Each customer is moved along a sales assembly line that is designed to maximize our efficiency—not the customer experience. Then we wonder.

Assembly Line 88

Assembly Line Quota Pitch Meeting 88

Highspot

FEBRUARY 22, 2024

For S&OP success, you must have committed leadership, clear roles, and a culture of collaboration and trust. A manufacturer might streamline its assembly line to meet increased demand and ensure on-time delivery every holiday season. This cross-functional team brings different views and skills.

Manufacturing 52

Manufacturing Finance Objectives and Key Results Sales 52