Steve Hollingsworth | The Systems Thinking Approach to Business Problems
When things are going wrong in a business, it’s the tendency of many managers and owners to blame employees. But, says Steve Hollingsworth, principal consultant at Ottimizzi, you should focus on the processes and needed changes there, not the people stuck working in those processes. This is especially true in sales and marketing – […]
Don’t Bother with Sales Training or CRM Until You Face the Facts
Why traditional fixes work so poorly in sales and marketing, and what you can do to improve results now.
Why are improvements difficult to create in sales and marketing
Most companies don’t even try to measure productivity in sales and marketing. This prevents them from ever actually improving anything. This article asks and answers the question why this happens. The answer is not what most people think.
How to Get Sales & Marketing Leader’s Commitment in Lean Initiatives
You cannot win sales manager’s (or salespeople’s) hearts and minds unless you can help them sell. This requires getting inside their skin, and helping them define their problems in more productive ways. Their hearts and minds will follow.
Financial Impact
Sales processes can be studied like any other business process. Hard data enables financial insights so managers allocate sales and marketing resources better.
What Sales Process Behavior Charts Can Tell You
Readers show great insight to some sales process behavior charts, demonstrating the power of data to make the invisible visible in sales and marketing.
What Can You Tell From These Sales Process Behavior Charts?
Two measures (at a minimum) are required to understand any production process. This is an example of what proper sales process measurement can reveal.
Why Is It So Hard to Create Improvements in the Sales Department?
Readers object to the word "easy" and they don’t mean the same thing by the word "sales process." Why is it so hard to improve results in the sales department?
Are You Improving Your Selling System? (Or Repeating the Same Old Grind?)
Working IN a sales and marketing system has limited ability to improve productivity. To do that, you must work ON the system. Article provides examples.
Quick Sales Productivity Boosts
When trying to improve sales productivity, many people overlook things to improve the flow of business, such as lead generation and nurturing. A webinar invite.
