Is your sales process Lean? How would you know? Lean Process maturity model may help you perform self-assessment of your current state. Sales and selling is different across different industries. Some industries rely more on trust and personal relationships, some are...
You can find Lean Sales on YouTube!
Here is a video (8 minutes) describing one key concept in Lean Sales, the Lean Funnel. Shape of the Sales Funnel is critical item when transforming your sales process from current state towards Lean Sales. Geometry and the shape of the funnel tells how Lean your sales...
One fundamental belief I encounter with sales people across industries is that selling is all about winning. Who wouldn’t like to win. In life, in business and in sales. Getting ahead is all about winning, right? I think the truth is a bit more complex than just...
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....
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...