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 97

Commission Quota Assembly Line Sales 97

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.

Assembly Line 87

Assembly Line Trust Consult Up-sell 87

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 87

Sell Assembly Line Manufacturing Up-sell 87

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

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 107

Assembly Line Quota Prospecting Up-sell 107

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 59

Assembly Line Customers Manufacturing Objectives and Key Results 59

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. These are the people that helped them build something from the ground up, and they often let that emotional attachment get in the way of success. The problem?

Growth 106

Growth Assembly Line Cross-sell Engineering 106

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 69

Assembly Line Sell Customers Up-sell 69

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. How do we build trust across our organizations?

Assembly Line 59

Assembly Line Customers Trust CRM 59

Gong.io

APRIL 28, 2021

Our solution can save your reps 30% in admin time, so they’ll have more time to sell (really?), will sell more (really??), and will get your revenue up by 30% (really???). . a factory assembly line). Here’s what an overcomplicated value story with unreasonable value attribution looks like: . That’s all.

Assembly Line 71

Assembly Line Manufacturing Drivers/motivators Strategize 71

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. The system you set up becomes even more important once you begin doing outreach at scale, but I’ll go over that more later. Imagine I am selling you an amphibious vehicle. How did that make you feel?

Assembly Line 122

Assembly Line Intrinsic Prospecting Pitch 122

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. Highlighting the importance of communication and collaboration can open up lots of opportunities for improvement.

Process 86

Process Assembly Line Drivers/motivators UX 86

Partners in Excellence

NOVEMBER 2, 2022

The struggles have less to do with choosing what to buy, yet sellers tend to focus on what they are selling. 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.

Assembly Line 48

Assembly Line Trust Up-sell B2B 48

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 at the end of the day, you’re selling to a person.

Cross-sell 62

Cross-sell Assembly Line Sales Follow-up 62

Spiro Technologies

OCTOBER 20, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, selling products, and of course, having fun along the way. So we say go to aisle 15 and pick up three cans of beans or whatever slot it is, and get this item. Transcript. Adam Honig: Hello and welcome to Make it.

Sell 52

Sell Manufacturing Assembly Line Technology 52

Lead Fuze

JANUARY 2, 2024

Think of these tools as silent wingmen that work 24/7 to fill up your sales funnel with high-quality leads. By automating email newsletters or follow-ups with A/B testing capabilities included in many platforms today, businesses can tailor their messaging so it resonates better with each segment within their target audience.

Lead generation 52

Lead generation A/B testing Cold Call Technique 52

Spiro Technologies

JANUARY 18, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Think of it in the old days when you would go and get the bologna off the shelf and you take it home and open up, make a sandwich. Transcript.

Manufacturing 52

Manufacturing Assembly Line Up-sell Engineering 52

Partners in Excellence

JULY 12, 2024

I was listening to a webcast recently and the “new” concept of “Relationship” selling came up. Apparently the speakers were noticing the fact that to develop trust and confidence with our customers, we have to build some sort of relationship. While it may not seem so, I’m terribly introverted.

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. Immediately, Kroc envisioned opening up a thousand of these little restaurants across the country. You want a trusted team with skin in the game at your side as you move into the implementation phase. Creating the vision will be the easy part.

Objectives and Key Results 55

Objectives and Key Results Clients Assembly Line Meeting 55

Partners in Excellence

FEBRUARY 15, 2021

We take them through the same standard “handling” as we engage them and move them through our selling process (forget they have their own buying processes and they struggle with it.). We can fire up the same standard reports and send them to the people, saying they should improve. Selling is a human process.

Assembly Line 86

Assembly Line Quota Pitch Meeting 86