Lean Sales encourages organisations to think about how they manage sales (not only how they sell) Many organisations have gone through a journey of sales performance improvement initiatives such as CRM implementation, sales training, sales competition, increasing...
Inside sales is outperforming field sales B2B sales organisations are going through changes as we speak. Internet, digitalisation, changes in customer's buying behaviour, growing competition and so on are putting pressure on the traditional b2b sales organisations....
Lean thinking has defined seven wastes. As any process delivers both value and waste, one has to understand what is value and what is waste. We've defined "seven wastes in Sales" based on Lean's original seven wastes. Re-learning is defined as moving sales...
Focus on value and eliminate waste in the process. That resonates with most of us. The more difficult question is how to do this in practice. Let's start with value, the hero in our story. I claim there are two types of 'value' associated with B2B sales process. The...
I think it is about time companies start to look beyond sales methodologies when improving sales results. Sales methodologies tend to focus on management of energy and improvement of discipline in daily operations. Both items are important to high performance and one...
Lean is operations strategy that helps companies become more efficient. It is all about efficiency and learning. Many companies have created break-through results by applying Lean also in Sales and Marketing. Flow optimisation I think it is safe to say that most sales...