Whew, we are getting to the end of this series! Thanks to those of you who have … [Read more...]
Tag: Sales Process
What Sales Can Learn From Lean Manufacturing --- Part 5
Compressing The Sales Cycle Posted on June, 2017
There's an interesting conversation going on in LinkedIn. It starts with the … [Read more...]
What Sales Can Learn From Lean Manufacturing -- Part 2 Posted on June, 2017
As I mentioned in my prior post, there are a lot of people promoting the … [Read more...]
What Sales Can Learn From Lean Manufacturing Posted on June, 2017
There a number of people with views that sales can learn a lot from … [Read more...]
"A Sales Person By Any Other Name Is Still A ........" Posted on May, 2017
In Act 2, Scene 2, of Shakespeare's Romeo and Juliet, Juliet says: "What is in … [Read more...]
"Fixing The Compensation Problem....." Posted on April, 2017
I always worry when a conversation with a sales executive starts with, "We need … [Read more...]
Selling Would Be So Easy If It Weren't For Those Damn Customers! Posted on April, 2017
For some weeks, I've been on the war path about emerging trends in sales. We … [Read more...]
Getting The Most Out Of Deal Reviews Posted on April, 2017
Sales people spend a majority of their time doing deals--finding them, … [Read more...]
The Problem With Efficiency Posted on March, 2017
We design our organizations to be lean mean selling machines. Each step of … [Read more...]
Do What Works, Don't Do What Doesn't! Posted on March, 2017
Recently, I wrote, Predictable Revenue. It's about sales process, in the … [Read more...]
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