Introduction Welcome to the dawn of a new era in sales performance coaching! Today, we're thrilled to introduce Lean Sales Coach, an innovative, AI-driven platform designed to revolutionize the way B2B sales organizations operate. Leveraging the principles of the...
Which ones should I deliver first? Or does my management only want to hear good news? Everyone loves good news. "Just give me the good news and don't outsource your problems to me". If you have a problem -go and fix it! Bad news first When it comes to learning and...
Is your hit rate too low? Are your sales people running after opportunities they will not win? Do you think your sales process and sales people are not as efficient and effective as they could be? Qualification of sales opportunities is important Many businesses,...
Most companies want to have high utilisation across their organisation, including sales. When people work a lot, a lot of work gets done. It makes sense and sounds innocent, right? Well, let’s discuss this. If a sales organisation wants to win business and meet their...
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...
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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...
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....
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...