Sales and marketing represents a huge profit and growth opportunity for B2B organizations with successful track records in process excellence or Lean.
Those successes can be a foundation that empowers your team to use visual methods to define value (as well as waste) and to improve the quantity and quality of deal flow.
Without a process foundation, teams have difficulty defining and measuring the problems they need to solve. When this happens, money spent on the "usual fixes" (like lead generation, sales training, or CRM) is often wasted.
For the last ten years, my consulting team has helped dozens of senior executives move their organizations toward more scientific approaches that increased revenues, lowered costs, shortened sales cycles, motivated salespeople, and improved channel sales. One even referred to us as his "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 Sales Process Excellence
by Michael J. Webb,
author of "Sales and Marketing the Six Sigma Way"
pdf file, 3,000 words, double spaced, 13 pages (393kb)
Enter your name and email address at the upper right to download this ebook now.
This report will demonstrate a framework for overcoming persistent sales and marketing challenges, such as:
- How to get sales and marketing to seek value more effectively (and reduce waste)? (page 2)
- 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 Sales Process Excellence—and how and why it works—will help you set your organization on the path to more predictable sales growth and more profitable customer relationships. At a minimum, you will learn why traditional approaches to improving sales results disappoint, and what to do about it.
Take a quick moment—right now—to take the first step toward enabling your team to improve.
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 now.