What General Managers Ask About Sales Process Excellence – #3 How to Relieve My Pain?
General Managers have asked us asked us a lot of questions about Lean process excellence over the years. We’re counting down the top five questions, and providing the answers. Last week we answered question #4 How Do We Sustain Sales And Marketing Improvements? This week, we deal with the next most popular question: #3: How […]
What General Managers Ask About Sales Process Excellence – #1 How Does It Work?
General Managers have asked us asked us a lot of questions about Lean process excellence over the years. We’re counting down the top five questions, and providing the answers. Last week we answered question #2 How Do I Get Support And Buy-In To Apply The Lean Process Approach in Sales? This week, we deal with […]
What General Managers Ask About Sales Process Excellence – #2 How to Get Buy-In?
General Managers have us asked us a lot of questions about Lean process excellence over the years. We’re counting down the top five questions, and providing the answers. Last week we answered question #3 How Can Lean Process Excellence [Solve My Specific Pain]? This week, we deal with the next most popular question: #2 How […]
What General Managers Ask About Sales Process Excellence – #4 How to Sustain Improvement?
General Managers have asked us asked us a lot of questions about Lean process excellence over the years. We’re counting down the top five questions, and providing the answers. Last week we answered question #5 Where And How Do We Start Lean Process Excellence? This week, we deal with the next most popular question: Question […]
What General Managers Ask About Sales Process Excellence: #5 How to Start?
General Mangers have asked us asked us a lot of questions about sales and marketing over the years. We’re counting down the top five questions, and providing the answers. Most of them are really curious about how lean applies to sales and marketing. The fifth most important question they asked is: Question #5: Where […]
Selling Power TV Interview: Does Your Sales Process Create Value?
Gerhard Gschwandtner interviews Michael Webb on Selling Power TV: Quote for General Managers: “A process approach is a method of finding out what does the customer want, how do we figure out a way of keeping our own company from not giving it to them, and then making that a path that is easier to […]
Do We Have the Bandwidth to Implement Process?
A founder and CEO of a global transportation services company asked this very interesting question: • Do we have the bandwidth to implement process while the selling wheel must keep turning? Every company faces conflicts with time and resources when beginning to implement process excellence. Their people tend to perceive process as extra work they […]
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 Do You Sustain The Lean Process Initiative Long Term
Sustaining improvements in sales and marketing requires "step-after-next" thinking. Of course you must lead the teams to define their problems and solve them based on evidence. Then what? How can the team sustain the gains? More importantly, why should they? This article provides the answer.
How To Take Time Needed For Lean Strategies When You Have Few Resources And So Little Time
People who want to get started with lean process excellence think it is time consuming and difficult. But it is really very simple. This article tells you how.
