Have you wondered if the Lean philosophy could be applied in sales and marketing? Here is some good news: Sales and marketing represents a huge profit and growth opportunity for B2B organizations with successful Lean track records.
For the last ten years, my small consulting team has helped dozens of senior executives move their organizations along scientific approaches that increased revenues, lowered costs, shortened sales cycles, improved channel sales, and motivated salespeople (several referred to us as their "secret weapon" for growing the business).
We’ve prepared a free introduction for presidents, general managers, and business unit leaders titled:
How to Grow Your Business
Through Lean Process Excellence
in Sales and Marketing
by Michael J. Webb,
author of "Sales and Marketing the Six Sigma Way"
pdf file, 3,000 words, double spaced, 13 pages (393kb)
This report will demonstrate a framework for overcoming persistent sales and marketing challenges, such as:
- Why extend Lean process excellence to sales and marketing? (page 4)
- How to get sellers and marketers to move from resisting to embracing standard work? (page 5)
- Two quick case study examples (page 6)
- Why does Lean process excellence work in sales and marketing? (page 8)
- How does process excellence enable better financial returns from sales and marketing? (page 8)
- What can you do to promote this approach in your organization? (page 9)
- Where can your and your management team get information needed to begin testing these ideas? (page 10)
This summary of Lean Sales Process Excellence—and how and why it works—will help you set your organization on the path to more predictable sales growth, more profitable customer relationships, and to eating your competitor's lunch. At a minimum, you will learn to see the potentials of treating sales as a business process for finding, winning, and keeping customers, and one that can be improved.
Few executives think of sales that way, so even fewer organizations manage sales that way. Take a quick moment—right now—to take the first step toward leaning out your sales results.
If your company has experience in Lean process improvement, you owe it to your organization, your salespeople, your customers, and yourself to investigate how it might work in sales and marketing. Enter your name and email in the upper right side of this page to receive the free report today.