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 Is Operational Excellence in Sales and Marketing?
by Michael J. Webb (with Robert Ferguson) (pdf of this article) A reader from Microsoft recently asked me an interesting question: “What are the key parameters which define Operational Excellence in a sales and marketing organization?” I like the question, because Operational Excellence isn’t just a slogan or a matter of opinion. It is a […]
