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Managing to Connect the Business with the Customer
…innovations in win-win long-term relationships A lean leadership theory: develop more leaders by teaching them to put customers first, go and see, ask “why?” and show respect. A lean managerial theory: visualize activities; formulate problems;…
Professional Members Discussion Chapter 9
…the use of an Improvement Frame. The links below provide a template (blank MS Word file) and instructions for using an Improvement Frame. Improvement Frame Template (V3) Using An Improvement Frame (V3) 10-23-2014 [AnythingPopup id=”10″]…
The Five Most Critical Sales Process Problems, and How Management by Process Can Solve Them For Good
…gives your company a competitive advantage. And, except in the smallest companies, salespeople can’t do it alone. So, if you think getting customers to buy is primarily the salesperson’s problem, you are making the second…
SPIF Tip #4: Why You Need Systems Thinking in Sales
…are demanding more – and more complex – services. This requires your company’s right hand to know what its left hand is doing. Your executives need to understand systems thinking. In Sales Process Excellence, I…
SPIF Tip #5: Is Closing the Salesperson’s Primary Job?
…We sell solutions out the kazoo. We partner with customers. We sell win-win around here.” Many companies talk that talk. Yet their salespeople don’t walk the walk. Why not? Because their managers don’t walk the…
Design Your Sales Process Around What You Can Control
…conditions.’ “He pointed out that he’s OK with 14 mpg against his forecast of 17, but perhaps others (‘management’) might not be. After all, if the rules of the game specify +/- 15%, then he’s…
Can You Lean The Sales Process?
…Jim Womack, author of “Lean Thinking” (Simon & Schuster, 1996), in answer to a reader’s question. “One is to examine the process itself-how sales are made and orders handled.” The other is to look at…
Your Most Important Question
…(Of course, any information you provide to us will be kept confidential.) First Name *Last Name *Email *Comment Which one best describes your current role? General Manager / Company PresidentSales and/or Markeing ManagerProcess Excellence LeaderOther Submit…
How Salespeople Earn Respect from their Customer’s Senior Management
…complex sales. However, the best part comes in Chapter 9 with “Concern” questions, and “Anchor” questions (how to get senior executives to sell themselves). The review gives a chapter by chapter description of the book….
Operational Definitions of Sales Qualification Criteria
…they can control. It also gives them justification to walk away, eliminating wasted effort. Further, it standardizes the way the organization prioritizes its pursuit of opportunities, elevating the predictability of the whole system. Furthermore, it…
