How to Avoid the Four Most Common Problems of Sales and Marketing Management
Table of Contents:
- Who is Responsible for Making Sales Easier?
- Despite Our Best Efforts, Results Are Not Improving
- The Way We Manage Sales and Marketing Is Not Working
- Principles that Enable Sales Growth, Profit, and Predictability
- Principle #1: To Distinguish Value from Waste, Respect the Customer’s Journey
- Principle #2: Making the Value Stream Visible and Measurable Enables Success
- Principle #3: Focus on Increasing the Quality of Work, Not the Quantity
- Principle #4: Respecting People and the Problems They Own is Motivational
- How to Get Started
- Sales Process Excellence
- Conclusion