Oct 4, 2016 | Lean thinking, Management system, Roles and responsibilities, Sales, Sales Management, Sales Operations
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...
May 17, 2015 | KPI's, Lean thinking, Management system, Roles and responsibilities, Sales Operations, Sales Process
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...
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...
Oct 18, 2014 | KPI's, Lean thinking, Management system, Sales, Sales Management, Sales Operations
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...
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...