Sales and Marketing Manager’s Important Questions
Questions and answers from Sales and Marketing VPs around applying process improvement and Lean to sales and marketing.
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.
How To Turn Sales Around In The Shortest Possible Time
This article tells you what do to if you have a sales problem, and need to solve it in the shortest time possible. The answer is probably not what you think.
How To Add Customer Value Throughout The Sales Funnel
Selling can create value for people – it doesn’t always require salespeople, much less pushy ones. Michael Webb answers a reader’s question about how the selling adds value throughout the entire sales funnel.
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.
How to Make Marketing Indispensable
At its conference last year Marketing Sherpa hosted Kelly Harmon, VP of Marketing at Carousel Industries who presented a talk titled “How to Make Marketing Indispensable – Strategies for Turning Your Sales Team Into Your Biggest Fans.” (24 minutes – a written summary provides highlights) I thought this was an outstanding display of insight to […]
How can Lean and Six Sigma help us increment our market share?
Hector, a sales and marketing manager for a company that makes heating equipment asks: How can Lean and Six Sigma help us increment our market share? I called Hector, and he explained his problem this way: “Our product has great market share in the residential market. My job is to grow the business in the […]
How to Get Full Support from Top Management in Going Lean and Six Sigma With Sales And Marketing?
A reader recently asked…. How to get full support from top management in going Lean and Six Sigma with sales and marketing? What is the most difficult part of the change or where is expected to be the most resistant to the change? This is a great question – and a complex one. Since you […]
How Many Sales Process Steps Do You Need to Analyze Data Effectively?
Gary Barnes posted the above question on the Linked-In Group “Sales Science”. He added, There seems to be an age old struggle between operations and sales on how discriminating a sales process should be. The more sales steps the more insight operations and sales leadership can gather on the current pipeline, but the more steps […]
