Starting with where your customers and salespeople really are, rather than where you wish they would be, always improves results.
Lean thinking doesn’t just apply to manufacturing. A great case study of a business that changed its fortunes by changing the way it sold its product!
by Michael J. Webb (pdf of this article) Many CEOs see themselves as chief revenue officer (especially in tech companies) or at the least feel very consumed by this challenge. Many have been very successful in their careers by bringing order to chaos, yet they can seem paralyzed by the chaos in sales and marketing. […]
"The ‘measurements’ weren’t telling anything about reality.
They were telling just the opposite …"
What do you measure in the day-to-day operation of your sales process?
Most companies have only rudimentary measurements (if they measure anything at all). They count initial contacts (e.g., phone dials or cold calls), appointments or demonstrations, proposals, and closes.
Unfortunately, this information is almost useless. …
Atlanta, Ga, October 31, 2008 – B2B companies are searching for better ways to find more revenue with fewer resources. A corporation in Atlanta will announce a new way of reaching this objective: The Sales Kaizen Event, based on the Japanese philosophy of continuous improvement. Teleseminar to be held Wed November 5, 2008, 3:00 pm Eastern. […]
The logic of ERP systems crashes and burns when applied to sales and marketing. Here’s what sales and marketing can do to perform better.
The logic of ERP systems crashes and burns when applied to sales and marketing. Here’s what sales and marketing can do to perform better.
Quality science helps isolate what can be controlled from what cannot be controlled. This is a crucial factor if you are to achieve accurate sales forecasts.
The key to applying the logic of lean to sales and marketing is to transition from functional views, and to re-think sales and marketing as value creation.
What does it mean for a company to really be Customer Centric?