Archive for Marketing with Lean
Early this week in the blog post, Lean Sales Method CAP Do, I posted a slide deck with a link to the webinar of the same name. I also included a link to this Ted video, Lisa Bu: How books can open your mind.
The Ted excerpt on the video:
What happens when a dream you’ve held since childhood … doesn’t come true? As Lisa Bu adjusted to a new life in the United States, she turned to books to expand her mind and create a new path for herself. She shares her unique approach to reading in this lovely, personal talk about the magic of books.
And the video:
Lisa Bu makes 3 specific points in this Video:
- She uses the Map to symbolize it is just someone’s views.
- She reads about books with comparative views but different processes
- She reads about books with opposing views on the same subject.
It was a great learning lesson for me and reminded me how I must seek out opposing views.
Citing Edward Wilson’s book, “The Social Conquest of Earth,” President Clinton explains why creative cooperators are often the most successful in coming together to solve problems, in both government and in the private sector.
He starts out by stating that the “Earth has belonged to the cooperators. The great cooperator species are ants, termites, bees and people.” The only arguable one that he includes is people (said in jest). How does this apply to Lean Sales Methods? The example President Clinton uses of the provisions for air that termites create in their home is a wonderful example of how our sales force must think. It is “just knowing” that this is the way we do something that is at the essence of a Lean Sales Culture.
Full video can be seen for free at:http://fora.tv/2013/04/26/President_B…
During the week of June 3rd, the Business901 blog and Podcast will be dedicated to the latest thoughts on utilizing Lean Sales Methods in organizations. At the end of the week, Friday June 7th, I will host a webinar on Lean Sales Methods followed by an interactive session and a Q and A. Only registered participants will be invited to webinar and Q & A.
Lean Sales Methods allows us to start adapting and understanding our customer needs during the sales learning cycles. We no longer can think about control and manipulation that occurs in the traditional sales funnel. The problem is that sales forces have been forced to create their own hybrid way to accomplish their goals, SALES. As a result, most organization have left the sales people fend for themselves as long as they met their numbers. We accepted a variety of methods from relationship to problem solving selling deeming that every salesperson has their own style. Though this is true, it often results in misinformation and downstream problems after the job has been sold.
Lean Sales Methods do not organize and streamline the process for a cookie cutter approach. Instead, it emphasizes an action framework that allows sales people and teams to evaluate a range of options around pre-constructed scenarios. In simpler terms, we practice the possible outcomes and determine strength based approaches to them. A general outline of the week long activities:
- Gemba Walks
- Why every sales call should be constructed around CAP-Do
- What Metrics should be reported
- How to improve Sales Dialogue
- Teaming in the Sales Arena
- Why Problem Solving is out and Challenging is in.
- What is in it for the Sales Managers
The webinar will be approximately 15 minutes long. Afterwards, there will be an interactive session on Story Dialoguing your Sales Pitch followed by a Q and A session.
Join us and register for this event. The material will be distributed, through a variety of media, to include Business901 blog, podcast, YouTube channels, Slideshare and the newsletter. At a later day, it will be accumulated and posted to the Training content on the Business901 website. By registering, you will receive this material as it is distributed. We will also furnish updates and lessons learned to the registered participants. Only registered participants will be invited to webinar and Q & A.
About: Joe Dager is president of Business901, a firm specializing in bringing the continuous improvement process to the sales and marketing arena. He has taken his process thinking of over thirty years in small business within a wide variety of industries and applied it through Lean Marketing Concepts. Joe put himself through college utilizing the GI Bill, the result of being a member of the 82nd Airborne Division, and as a welder at Asphalt Drum Mixers. This hands-on approach and an education in both in Electrical and Mechanical Engineering have served him well becoming president of that company and later leaving to own several other companies. Joe has participated in company revitalization efforts, start-ups, and turnarounds, in a variety of industries, to include professional services, retail, and manufacturing.
Some believe The Death of Innovation, the End of Growth is here. Others believe it is a race against technology, The Key to Growth? Race with the Machines. I believe growth is not easy. However, why not simplify the process and use an established methodology, a way of thinking to your business. Don’t leave a good idea fail because of a poor process. Processes are not easy. Change is not easy. Lean will not offer you a step by step process to make growth work. As Michael Jordan said, “If you want a guarantee, go buy a toaster.” It does offer you a better opportunity. Below is the Lean Scale Up Infographic that serves as a visual overview of my blogs this past week and a description of a Lean Scale -up.