Continuing my series on applying lean/agile manufacturing principles to selling, … [Read more...]
Tag: Lean Sales And Marketing
Do You Trust Your People To Solve Problems?
Pursuing Efficient Ineffectiveness..... Posted on August, 2024
We have long been consumed with efficiency in our GTM efforts. We spend … [Read more...]
Thinking About "Sales Waste" Posted on August, 2024
It's become the fashion to apply lean/agile manufacturing approaches to our … [Read more...]
Taking Initiative Or Playing It Safe? Posted on August, 2024
We want our people to take initiative. When they see opportunities to drive … [Read more...]
"This Is What We Do....." Posted on July, 2024
So many of our prospecting and initial conversations start with a variant of … [Read more...]
The Problem With Sales Math, A Thought Experiment Posted on July, 2024
The answer to every seller's dream is more volume. "If we only had more leads, … [Read more...]
Selling Math, Can We Do Better? Posted on June, 2024
We focus on scaling and growth. We revel in incredible growth rates, doing … [Read more...]
FOMU, Seller Style Posted on June, 2024
First, those of you who know me well, know my preferred acronym is FOFU, but … [Read more...]
Shortcuts Are Seldom Short..... Posted on April, 2024
We invest enormous amounts of energy seeking to avoid dong the work. We … [Read more...]
Surviving Tough Times..... Posted on March, 2024
Slowdowns are impacting many sectors of the economy. We see a lot of … [Read more...]