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 of Chapter 3
Why Definitions Matter Thanks for visiting this page. I want to explain why chapter three is one of 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 mean different things to each.) Emotions drive human […]
Discussion of Chapter 2
Foundations in Common Between Sales and ProductionReason is the means of figuring out how to achieve what you wnat to achieve. It is a prerequisite for reconciling the perspectives of everyone in the business. Reason is an iterative process that benefits from the independent thinking of everyone involved. I’m working on this essay now. It will go […]
Discussion of Chapter 1
A New Perspective on Sales and MarketingIn chapter 1 of Sales Process Excellence, I describe some alarming errors of sales and marketing managers. Perhaps you have experienced similar situations and are searching for ways to avoid them. Or perhaps you simply want to make managing your B2B company less difficult. Regardless, if a book is to […]
