Professional Members Discussion Chapter 5
What Might Improve YOUR Sales Production System?Thinking of sales as a production system does not come naturally. In this essay I want to address ways the systems thinking mindset and the traditional sales mindset are different, and what that means. Coming soon.
Professional Members Discussion Chapter 4
What VOC Do You Have, and How Could You Use It?From my perspective, the view of VOC presented in chapter 4 is one of the most important characteristics of the book. Voice of Customer is coming into your organization from many, many directions all the time. How well does your company use VOC you already […]
Discussion: Concepts that Change People’s Thinking
Why the “black box” theory of sales and marketing is wrong. Thanks for visiting this page. I want to explain why (for me) chapter three is the most important in the book. For ages (literally), we’ve been taught to believe: Whatever happens between someone’s ears is “subjective” rather than objective. (Since words they use can […]
Discussion: Bringing Process Excellence to Sales
How can a scientific approach improve sales and marketing productivity? To improve my effectiveness selling MRP/ERP systems many years ago, I earned certification with the American Production and Inventory Control Society (A.P.I.C.S., now the Society for Supply Chain Management, A.S.C.M.). It was rewarding to be around people applying scientific theories and succeeding. One fellow literally saved the […]
Discussion: A New Perspective on Sales and Marketing
Why process excellence isn’t just something you “try.” Perhaps you recognized some of the alarming management errors described in chapter 1? You likely hope to avoid similar situations. Or you may just want to make managing your firm less difficult. Regardless, if a book is to be of value it must explain and simplify things. […]
