Dec 10, 2018 | Continuous improvement, Lean thinking, Roles and responsibilities, Sales Management, Sales Process
Value and waste and the core concepts in Lean thinking. We should always focus on value and meticulously eliminate waste. Sales is a perfect candidate for application of these simple concepts. You have come this far so I assume you are interested about growing sales...
Dec 7, 2018 | Continuous improvement, Lean thinking, Sales, Sales Management
Lean thinking is based on set of well thought principles. These have been created and improved during the past 50 years. Specification of value – Value can only be defined by the customer (based on his or her needs). Identify value stream – The Value Stream is a...
Sep 18, 2018 | Continuous improvement, Lead Generation, SaaS, Sales Management, Sales Process
All SaaS companies are seeking to grow MRR. Is this different from other types of selling? Can one apply Lean thinking in SaaS revenue growth? Growing SaaS revenue with flow optimisation SaaS companies focus on selling their Software-as-a-Service offerings. Finding...
Sep 12, 2018 | Automation, Continuous improvement, Inside Sales, KPI's, Lead Generation, Lean thinking, Sales Management, Sales Process
One of the fastest and most cost effective approaches to predictable and sustainable sales performance improvements is Inside Sales function. Any sales organisation is difficult to scale up. Field Sales work includes meetings, relationships, in-depth knowledge of the...
Jun 25, 2018 | Automation, Continuous improvement, CRM, KPI's, Lean thinking, Management system, Sales Management, Sales Process
Lead generation, demand creation, growth hacking, growth, more sales. Whatever you want to call it, you are looking for more customers, more deals and more revenue. Scaling your sales approach To scale your sales organisation and results, you’ll need a...
Jun 25, 2018 | Lean thinking, Sales Management
Hei, 4 videota Lean Sales -aiheesta – tässä ensimmäinen. Myyntijohdon Personal Trainer Antti Paussu haastatteli Lean -ajattelun soveltamisesta, case esimerkeistä ja muusta. Erityisesti markkinointi- ja teknologia-alueilla on tapahtunut viime vuosina paljon....
Jun 11, 2018 | Continuous improvement, Lean thinking, Sales Operations
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...
Jun 22, 2017 | machine learning, Sales, Sales Management, Sales Process
We arranged an AI hackathon at Aalto University. I’ll summarise our learnings into this post. The assignment We had prepared two assignments: Sales Opportunity Qualification – how can B2B sales teams predict which opportunities they will win? Customer Base...
Jun 13, 2017 | Case study, Continuous improvement, Lean thinking, Sales Management, Sales Operations, Sales Process
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,...
Mar 14, 2017 | Continuous improvement, KPI's, Lean thinking, Sales Operations, Sales Process
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...
