Banish the Waste from Sales and Marketing: Think Different!
Ways to think about sales and marketing that make identifying and eliminating waste easier.
What Value Does Your Process Create for the Customer?
Would a customer be willing to pay for your sales and marketing efforts? This article describes the importance of this idea, and the link to lean thinking.
Is Your Sales Process Lighting the Way or Shrouded in Mystery?
The Internet is a crucial tool for automating sales processes that every B2B company should embrace.
How Lean Is Your Sales Process?
The key to applying the logic of lean to sales and marketing is to transition from functional views, and to re-think sales and marketing as value creation.
Quantifying Hard Benefits of Sales Process Improvement
Michael answers a reader’s question "Why is it that quantifying the benefits of six sigma projects in sales and marketing often seems ambiguous?"
If Your Selling Isn’t Creating Customer Value, It Is Destroying Customer Value
An examination of why Pfizer, the worlds largest pharmaceutical maker, laid off 2000 of its 10,000 person sales force (December 2006) .
If Your Selling Isn’t Creating Customer Value, It Is Destroying Customer Value
An examination of why Pfizer, the worlds largest pharmaceutical maker, laid off 2000 of its 10,000 person sales force (December 2006) .
