As someone trained in Lean Six Sigma, I see a lot of content focused on the concept of “Lean”. Eric Ries has had success with “The Lean Startup” and we are proponents of the concept of a Minimum Viable Product, which we used with the launch of our INK Sales…
There are all kinds of interesting discussions we get involved in re the Art and Science of Sales. Ponder this for a second as you think about the strategy, structure, processes and tools that exist within your Sales organization. What would happen if your Finance department operated in a similar…
At the close of a two day sales strategy and training event with a client last week, the question was asked whether Buyers go through similar preparation and training. Although we made the joke that we were doing the same work with their Buyers next week, there is a certain…
We spend a lot of time talking with Executives and Sales Leaders about their Sales related priorities and current challenges. An area of opportunity that I would put forward as low hanging fruit is doing comprehensive Win/Loss Analysis on an ongoing basis. The information is extremely valuable and helps you…
“A FOOL WITH A TOOL IS STILL A FOOL.” -Grady Booch (Software Developer) The title is somewhat self-explanatory and as we all look in the mirror, there is a pretty good chance that we have all invested in some form of tool or technology in our lives to solve…