Bill Bentley | Finding the Tipping Point
The past few episodes have talked a lot about the importance of mindsets in engaging employees and aligning with customers. Today we are going deeper into how data works in the feedback loop that make the job of sales easier. Before you click to the next email in your inbox, here are a couple of […]
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 is Lean Different From Other Sales Process Methodologies?
Lean is about relentlessly increasing productivity. This doesn’t just mean eliminating waste. It also means increasing the value perceived by the customer. Lean thinking begins with what the customer wants, and works backwards from there. Accordingly there are four major differences between a Lean approach to sales and marketing, and traditional approaches you might be familiar with:
Three Key Changes To Realize Quick Sales Improvements
Lean process excellence enable leaders and managers to identify and gather data, distinguish value from waste, and fix sales and marketing problems quickly.
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.
Need to Fix Low Sales Productivity?
The three root causes of the silo-mentality that pervades sales and marketing management.
Five Things Sales and Marketing Can Learn From Lean Production
Michael Webb presents readers with five best practices in sales and marketing that are parallel with best practices for the lean journey in production.
Oh, Now I Get It!
Phil Janus, founder of www.salesengineering.com discusses the power of proper pre-sales technical support for generating revenue and reducing cost.
Four Steps to Improving B2B Sales Performance
New videos released describing the four foundational steps to improving B2B sales performance.
