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VP of Sales for a high technology company asked: It also means increasing the value perceived by the customer. Lean thinking begins with what the customer wants, and works backwards from there.
Four characteristics distinguish a Lean process approach to sales and marketing from traditional approaches: These approaches are about the training or the CRM softwarenot about your business. Then, it identifies the best means at your disposal of helping them realize, prioritize, and solve their problems.
This requires a good plan for how your employees and channel partners will get them to take the actions you want them to take.
They only want what works and makes their job easier. Lean is About Data and Evidence — Not Opinion and Anecdotes Traditional approaches to sales management do not offer a means of measuring cause and effect. They define the observable characteristics that make them more or less likely to buy from you.
How do you get them to distinguish work that creates value from work that is wasted in sales and marketing? If the customer takes an action you wanted them to take, value is created.
Most companies have not enabled their team to build on their customer knowledge to create a home-grown approach focused on the few, simple activities and measures that create the most value. The outcome is a unique, mutually-respectful agreement for how your team can do the work and measure the value, created by the best minds in your business.
The Lean approach guarantees buy-in from salespeople. Are prospects responding to the lead-generation offers? Is forecast accuracy increasing? Are decision makers responding to value propositions? Why, or why not? They ask salespeople to do extra work some of which might pay off occasionally.
Swimming against the current is hard. Only superheroes can keep doing it for long. No wonder salespeople take what they like and leave the rest behind. In contrast, Lean aims a team of marketers, sellers, technicians, and servicers at a specific class of prospects and customers.
It asks them to learn how to help these prospects and customers to realize, prioritize, and solve their problems more quickly. Super-human efforts may be required occasionally, but not all the time. Lean endures in manufacturing because it incorporates the kind of management practices required to improve results and sustain the gains.
Over time, organizational silos diminish in a Lean environment. The daily work of your customer teams generates data around the high-impact, common problems preventing them from achieving their goals, so management knows where to focus and invest.
Best of all, your company becomes known as a great place to work, so you can attract better talent and keep them happy. It says without evidence and data showing exactly how you will create value for your customers, you may be shooing in the dark.
Why Consider a Lean Sales Approach? As you can see, Lean sales process excellence is not typical. Typical business people think they need a process, which they try to get from sales training or CRM software.
Yet these are one-size fits all, and can become obsolete within a week. What business people really need is not a process, but a means of improving their process and their results.
They need to make sure the way they are going to market is efficient and effective. They need to know their people can detect evidence of market changes and respond in the correctly short as well as the long term. If your goal is to create the next sales dynasty in your business, and if sales and marketing is a determining factor in your success, you need the definitive guide to Sales Process Excellence.
About the Author Michael J. In he founded Sales Performance Consultants to create a data-driven alternative to the slogans and shallow impact offered by typical sales training, sales consulting, and CRM companies.
His firm helps executives of process-oriented companies make their sales funnel flow faster and more consistently. Help your sales force improve without driving them crazy. Get Sales Process Excellence.Business plan presentation Design your own business plan with this template and outline; included are slides for mission, market summary, .
B2B or Business-to-Business sales is tougher than B2C (Business-to-Consumer). This is because you are not selling a product or service to novice users with a caveat emptor approach but industry experts who would be more demanding than the average Joe.
The statistic depicts the revenue of business-to-business (B2B) media and information industry in the United States from to , by source. Print advertising brought billion U.S. dollars. Discover, Share, and Present presentations and infographics with the world’s largest professional content sharing community.
After implementation of GST from ,GSTIN is required to be given on invoice issued to registered person (B2B supply means business to business supply),though most of the person who has already registered under Old system of taxes has been migrated in GST regime yet they have not informed their GSTIN to vendors due to which sale purchase between B2B has been effected.
Writing your business plan. Ughhhh. It's definitely not the most exciting part of starting a business. In fact, if you're like a lot of entrepreneurs, you're .