Apr 2, 2024 | Continuous improvement, KPI's, Lean thinking, SaaS, Sales Management, Sales Process
In the world of B2B sales, particularly within subscription and SaaS (Software as a Service) business models, the way we approach landing new customers and expanding accounts needs a fresh perspective. Traditional sales methods focus heavily on understanding customer...
Apr 1, 2024 | AI, Artificial intelligence, Automation, Customer needs, Lean thinking, machine learning, Sales, Sales Management
The landscape of sales is undergoing a seismic shift, spurred by advancements in technology and changing buyer behaviours. This shift, which began subtly even before the pandemic, has accelerated at an unprecedented pace, leading us into a new era of sales and...
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...
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...