What Lean Process Leaders Ask About Sales Process Excellence – #1 How Does It Work?
Lean Process Leaders 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 Does Lean Process Thinking Work In Sales And Marketing? This week, we deal with the most popular question: […]
What Lean Process Leaders Ask About Sales Process Excellence – #2 How to Get Buy-In?
Lean Process Leaders 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 #3 How Can Lean Process Excellence [Solve My Specific Pain]? This week, we deal with the next most popular question: […]
What Lean Process Leaders Ask About Sales Process Excellence – #3 How to Relieve My Pain?
Lean Process Leaders 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 Implement Lean in Sales and Marketing? This week, we deal with the next most popular question: […]
What Lean Process Leaders Ask About Sales Process Excellence: #4 How to Implement Lean?
Lean Process Leaders 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 How Do We Sustain Sales And Marketing Improvements? This week, we deal with the next most popular question: #4: […]
What Lean Process Leaders Ask About Sales Process Excellence – #5 How to Sustain Improvement?
Lean Process Leaders 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: […]
Selling Power TV Interview: Does Your Sales Process Create Value?
Gerhard Gschwandtner interviews Michael Webb on Selling Power TV: Quote for Lean Process Excellence managers: “What happens in organizations is that the [production] bottleneck, when you uncover it, you solve it, and then the bottleneck moves to someplace else, and you solve that, and that is how performance improves. And that is one of the […]
What is the most effective way to get sales leadership to buy into lean process excellence in sales?
A reader asked: What is the most effective way to have sales leadership buy into lean process excellence in sales? This is an important question, and I’ve answered it before (link1, link2, and link3). An interesting experience with an editor recently relates directly to this issue. The fellow did not have much background in B2B […]
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 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!
