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...
One day a B2B solution sales organisation decided they had had enough and wanted to make a more radical change to their sales process, organisational structure and tools to grow sales and to win more business. This organisation operates B2B solution selling with sales...
One fundamental belief I encounter with sales people across industries is that selling is all about winning. Who wouldn’t like to win. In life, in business and in sales. Getting ahead is all about winning, right? I think the truth is a bit more complex than just...
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....
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...