Mar 3, 2015 | KPI's, Lean thinking, Sales, Sales Operations, Value based selling
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...
Feb 12, 2015 | Lean thinking, Management system, Sales, Sales Management
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...
May 4, 2013 | Roles and responsibilities, Sales, Sales Management, Sales Operations, Sales Process
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...
