Nov 16, 2023 | Automation, Continuous improvement, KPI's, Lean thinking, Management system, Sales, Sales Management, Sales Operations
Introduction Welcome to the dawn of a new era in sales performance coaching! Today, we’re thrilled to introduce Lean Sales Coach, an innovative, AI-driven platform designed to revolutionize the way B2B sales organizations operate. Leveraging the principles of...
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...
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...
Mar 9, 2017 | Continuous improvement, Lean thinking, Management system, Sales, Sales Management
Do you think it’s possible to improve sales productivity by 100 % in one year? Do you think it’s possible to improve hit rate by over 20 %? These questions sound ambitious, I know. But this is feasible and some organisations have been able to do this. Field sales...
Mar 5, 2017 | Continuous improvement, Lean thinking, Management system, Marketing, Sales, Sales Process
I claim companies can (and should) apply Lean thinking on three levels: An approach to identify, structure and solve problems Management system Specific tools and techniques for specific functions and issues Lean was born in discrete manufacturing processes. The...
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...