Lean Process Leader’s Most Important Questions

Do Highly Successful Companies Use Process Management Tools in Marketing and Sales?

Do highly successful companies use process management tools in marketing and sales? You bet they do. Whether they know they are doing it is another matter, however. In fact, when companies TRY to apply lean and process tools to sales and marketing, they often get it wrong. Read this and you’ll get it right.

Successfully Transform to a Lean Culture in Your Sales Organization.

A reader asked this question:  How to successfully transform to a lean culture in our sales organization? When you start thinking about it, this is a pretty juicy question. An awful lot has already been written “How to successfully transform to a lean culture.” So, first let’s get our arms around that. One of the […]

Is Diagnostic Consulting Better than Solution Selling?

A reader named Brian asked:   Have you found that diagnostic consulting is more effective than solution selling when working with prospective clients?  Answer: Yes. This is a perceptive question, I appreciate the fact you are asking it. There is bad news and good news in the answer. First, the bad news. Diagnostic consulting for […]

Want to Grow Your Business? Tie Decisions to the Evidence in Sales and Marketing

I ran across a classic article a couple days ago that should be required reading for executives trying grow their business more confidently and predictably. It was written in 1993 by Myron Tribus, who was head of MIT’s Center for Advanced Engineering Study at the time Deming’s (also classic) “Out of the Crisis” was published […]

Is [Lean process excellence] relevant to a Sales and Marketing Environment?

A question from one of our readers… “Is it relevant to a Sales and Marketing Environment?” Lean process excellence originated in manufacturing. It is a means of getting more productivity from fewer resources; by understanding and improving the way work is done.  The means of understanding and improving how work is done definitely applies to […]

Is Process Improvement Primarily About Doing Improvement Projects?

A reader asked:   I’ve been asked to organize a variety of process improvements proposed by our sales and marketing organizations. How do I select the right projects that will get the best results? There are lots of checklists available to remind you to do things like make sure the problem is important to the […]

Are There Aspects of Lean Process Excellence That Can Be Quickly Implemented in 90-120 days?

I have received this question before, so I’m guessing my previous response wasn’t enough.   Here is a quicker, shorter, take. I’d really appreciate knowing if this is helpful and what other questions come to mind:   There are two ways lean process excellence makes an impact in a short time. The first way is to improve your […]

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