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Sales Process
Video: Creating Lean Funnel
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...
What is a sales process?
I think it makes sense to spend a few minutes on defining what is sales process. Typically people describe sales process as a collection of steps and activities they need to take to win business. Collecting information, researching the potential customers, finding the...
Inside sales is outperforming field sales
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....
Seven wastes in Sales
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...
Applying Lean in Sales
More sales results with less selling? Sales people, especially in B2B industries, have been under pressure for a few years. Changes in buying behaviour, Internet, marketing automation and strengthening procurement functions are the most obvious forces driving the...