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...
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...