thru Adaptive Marketing Practices
This book had an impact on me this week and needless to say, I recommend it. In my first reading, it was not the main message of the book that sparked my interest. It was the parallel path it runs with PDCA and the importance of sampling or pilot programs that so many of us Read More …
When I start talking about speeding up the sales cycle the initial reaction is that the sales cycle is controlled by the customer and there is just not much we can do about that. I usually counter with, most companies understand that there is an average sales cycle time and if we just agree that Read More …
The fundamental goals of your sales cycle should be one of discovery, learning and adaptability with a shared responsibility for a successful outcome. That implies that it is all about engaging both organizations into effective problem solving and learning. In applying this, think of the sales cycle in terms of a series of iterative loops Read More …
Webinar Registration Free Webinar…Lean Sales & Marketing: Title: Lean Sales & Marketing: The Final Frontier for the Lean Enterprise? Date: Friday, May 6, 2011 Time: 2:00 PM – 2:30 PM EDT Cost: No fee. https://www1.gotomeeting.com/register/536606993 Why is Lean Sales & Marketing the Final Frontier for the Lean Enterprise? Marketing activities such as developing promotion programs, branding, Read More …
In Lean Marketing, I discuss the use of a Sales and Marketing team as a cross functional group whose number and expertise is derived from the decision making path of the customer. The team is first and foremost the listening post for the customer (prospect) that enables them to provide the customer with the information, Read More …
This is fun tool from the Forrester Website that is based upon the book, Empowered. In Empowered, the authors demonstrate how companies can successfully transform their business through the employees called HEROes (highly empowered and resourceful operatives). But they do not stop with just employees they also share ideas on how to leverage empowered customers. Read More …