How Do You Transfer What You Have Learned In Manufacturing To Sales
The good news is, the data driven critical thinking skills you learned in process excellence applied to manufacturing can and do apply to sales and marketing. The bad news is, the goal of the work and how it is accomplished is entirely different. So get ready to learn!
What Is The Best Way To Get Buy In With Lean And CRM In General
Executives often have difficulty getting buy in for Lean, CRM, and other initiatives in sales and marketing. This article describes simple measures that win the hearts and minds of customer-facing workers.
A Strategic Approach to Better Business Results
As the Rate of Change Accelerates… Oscar Wilde described a cynic as “someone who knows the price of everything and the value of nothing.” For business leaders this is no laughing matter. Organizations that understand how customers perceive value can create, deliver and communicate it better than internally focused / financially managed firms.
Want to Grow Your Business? Tie Decisions to the Evidence in Sales and Marketing
I ran across a classic article a couple days ago that should be required reading for executives trying grow their business more confidently and predictably. It was written in 1993 by Myron Tribus, who was head of MIT’s Center for Advanced Engineering Study at the time Deming’s (also classic) “Out of the Crisis” was published […]
How Do You Determine the Appropriate Metrics to Measure Against in Such an Unstructured Environment as B2B Sales?
The key is in your point that B2B sales is an “unstructured environment.” I would argue that it is actually more structured and straightforward than people realize, and that it is our way of understanding it – the words and thinking frames we use – that need improving. Consider: When you apply lean and process […]
Managing to Connect the Business with the Customer
John Shook, Chairman and CEO of the Lean Enterprise institute, just released a newsletter titled “Managing to Connect the Macro with the Micro.” In it he chronicles another of the steps the Lean movement has taken from being “just a kit of process improvement tools” to being a method for thinking scientifically about business problems. […]
Sustaining Gains…. How Do You Get Salespeople to Sustain Improvements?
A General Manager Asks: How do you get salespeople to sustain improvements? This is a great question, and salespeople are not a unique challenge in this regard: In fact I would say that getting any group of people to sustain their process improvement gains is a critical challenge. Are there some other parts of […]
How Can Lean in Sales and Marketing Allocate Scarce Resources Wisely
A General Management reader asked: “How can Lean in sales and marketing allocate scarce resources wisely?” This great question because, at the heart of things, improving the organization’s performance isn’t just about reducing waste. You are looking for evidence of what the customer values as well, and this can be tricky.
What Changes Will Create Quick Sales Improvements?
A reader if there are changes that will create quick improvements in sales. In fact, there are, if you have the right data.
