Does Your Sales Compensation Incentivize the Correct Lean Behavior? Does Your Sales Compensation Incentivize the Correct Agile Behavior? Is there a Secret Sauce Transitioning from Solo to Team Selling? PDF Download Co-authors, Jeffrey Liker and David Meir, of The Toyota Way Fieldbook defined the Supplier Partnering Hierarchy of Toyota that consisted of Continue reading Issues in Transitioning to a Lean Sales Environment
This is a not so simple exercise I use when working with customers in a Business Development capacity. We work from the known to the unknown in an iterative fashion. We do this initially for our Core Value Stream, Key Accounts, Key Segments, Key Markets and in that order. If Continue reading Do You Know Your Customers? Do You Know Yourself?
According to Andy Molinsky, an expert on behavior in the business world, there are five key challenges underlying our avoidance tendencies: authenticity, competence, resentment, likability and morality. Does the new behavior you’re attempting feel authentic to you? Is it the right thing to do? Answering these questions will help identify Continue reading What Are Your Avoidance Tendencies?
There is no better way to lay the fundamentals of a marketing plan in place than through the creation of a Funnel of Opportunity. Creating a plan in isolation from customers says that you know everything you need to know starting at the beginning. It indicates that you are smarter Continue reading Intro Video to The Funnel of Opportunity
The premise of the book by Michael Bungay Stanier’s titled The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever. is to teach managers how to make coaching part of their everyday job. In it, they drill down on 7 essential questions and as the authors say, Continue reading The Best Sales Question is not Why, it is What