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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…
Is [Lean process excellence] relevant to a Sales and Marketing Environment?
…for sales and marketing. (I’m referring to jargon like “5S,” kanban, set-up reduction, single-piece flow, etc.) For example: Both sellers and manufacturers strive to eliminate waste (at least they should). Examples of waste in sales…
How can Lean and Six Sigma help us increment our market share?
…progress is made. The result is a profitable, replicable, scalable sales process (in this diagram, PDCA stands for Plan, Do, Check, Act/Adjust, also known as the Deming management cycle): …
How to Get Sales & Marketing Leader’s Commitment in Lean Initiatives
…develop simple, sustainable improvements — improvements that help them sell. You’ll need to explain “How is Lean Different From Other Sales Process Methodologies?” because it is different. But, once you have helped them sell, I can…
How To Turn Sales Around In The Shortest Possible Time
…don’t. The traditional approach is more “instinct” oriented. Often, executives commit enormous time and money based on gut reactions and “instincts.” Have you worked for years on “opportunity management,” “lead generation,” or “selling solutions”? Have…
Discussion: Bringing Process Excellence to Sales
…(Orient, Observe, Decide, Act) loops for example. Whatever name you might use, the more scrupulously you develop and test a theory, the better your questions, theory, experiments, and beliefs will be. And the faster and…
Discussion: Concepts that Change People’s Thinking
…in one cup saying, “One, two. That’s two pencils.” Then she put three pencils in another cup, saying “One, two, three. That’s three pencils.” Then she moved all the pencils into a third cup, while…
New Self-Assessment Creates a Sturdy Foundation for Improvement
…With “one foot on the customer’s boat, and one on their company’s boat dock,” so to speak, salespeople have a unique perspective. They know they’re dependent on many factors outside their control. That’s why salespeople…
SPIF Tip #10: Defining Sales Terms
…will find no clear understanding on these terms. Alarmingly, this is even true of the term “customer.” Many companies, of course, understand that they have multiple “customers” at a given account, such as the end…
SPIF Tip #12: How to Predict Which prospects Will Buy
…prospect more or less qualified. When you do this, don’t quote BANT (Budget, Authority, Need, Timeframe) or any other old sales training ideas. Instead, take a fresh look, using specifics from your market and your…
