Ultra Lean Sales
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Ultra Lean Sales
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Author : Antti Leijala
language : en
Publisher: BoD - Books on Demand
Release Date : 2019-10-04
Ultra Lean Sales written by Antti Leijala and has been published by BoD - Books on Demand this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-10-04 with Political Science categories.
Whether you are a small-town entrepreneur or a large international organisation, Ultra Lean Sales offers a new way of sales for all companies. Ultra Lean Sales offers a solution for three discontinuities which happen at the same time: 1) the buying behaviours of customers are changing fast, 2) the analytic tools are developing and becoming one with artificial intelligence, and 3) Lean methods are also used in the improvement of sales processes, in addition to production and service processes. The only certain thing is the speed of change! In the center of everything is continuous learning and credible analyzing of root causes. How can we learn from won/lost offers and mistakes made in previous offers and utilize the analyzed information we have in order to improve the offer win rate? In short, Ultra Lean Sales answers the following questions: 1) How do I win an offer? 2) How do I learn from offers that were lost? 3) How do I eliminate my weaknesses? 4) How do I stand out from my competitors? In order for you to make a winning offer, you need to learn from other similar offers - in real-time. This is possible with Lean sales by utilizing the specialised Ultra Lean Sales dashboard. In addition to independent reading, this book is also used as learning material in Ultra Lean Sales training courses. More information about the training and e-learning opportunities can be found at: www.ultraleanbusiness.com. "If we adopt a discipline and provide accurate information, Ultra Lean Sales will have substantial impact (A Harvard Case)" comments Vatche Beujekian, customer team head, Nokia.
Ultra Lean Sales
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Author : Antti Leijala
language : fi
Publisher: BoD - Books on Demand
Release Date : 2019-09-06
Ultra Lean Sales written by Antti Leijala and has been published by BoD - Books on Demand this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-09-06 with Political Science categories.
Kolme "epäjatkumoa" tapahtuu rinnakkain. 1) Asiakkaiden ostokäyttäytyminen muuttuu huimaa vauhtia, 2) Analytiikkatyökalut kehittyvät kohti keinoälyn hyödyntämistä ja 3) Lean-menetelmiä hyödynnetään tuotanto- ja palveluprosessien lisäksi myös myyntiprosessin kehittämiseen. Vain muutoksen nopeus on varmaa... Jatkuvasta oppimisesta puhutaan paljon, mutta kuinka luotettavaa on juurisyiden analysointi? Kuinka voimme oppia menestyksistä ja virheistä myynnissä ja hyödyntää analysoitua tietoa tarjousten voittoprosentin kasvattamisessa? Ainoa pysyvä kilpailukyky on oppimisen nopeus... Jotta voit tehdä voittavan tarjouksen, pitää sinun oppia muista vastaavista tarjouksista, mahdollisimman reaaliajassa. Tämä on mahdollista hyödyntämällä juuri siihen tarkoitukseen kehitettyä Lean-myynnin menetelmää.
Ultra Lean Business
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Author : Antti Leijala
language : fi
Publisher: BoD - Books on Demand
Release Date : 2018-06-26
Ultra Lean Business written by Antti Leijala and has been published by BoD - Books on Demand this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-06-26 with Political Science categories.
Start the change now, increase your competitiveness! Ultra Lean Business, Entrepreneurship Black Belt tackles the most common problems small companies and entrepreneurs face. The reader gets 50 or more concrete learnings on different subjects, all simply put and easily implementable to increase company competitiveness. The book includes tasks that further the learning process, and useful links for additional information. Easy, fast and effective! The content of this book is designed to fit everyone from starting entrepreneurs to a university level, and from beginners to serial entrepreneurs. The lessons can be implemented in all industries and all types of business. Learning should never be a one-off thing. This book serves as a base for life-long learning where all aspects of the business are being developed, improved and challenged continuously, year after year. Have a pleasant reading and learning journey!
Lean Sales And Marketing
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Author : Ade Asefeso MCIPS MBA
language : en
Publisher: AA Global Sourcing Ltd
Release Date : 2013-04-08
Lean Sales And Marketing written by Ade Asefeso MCIPS MBA and has been published by AA Global Sourcing Ltd this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-04-08 with Business & Economics categories.
When FTSE 100 CEO's were polled and asked the question, "Are your sales people calling on the right customers, at the right time, with the right offer?" 99.3% responded, "I don't know." Which shouldn't surprise. Sales and Marketing are still the last bastions of protected turf, limited management scrutiny and lack of accountability. Unfortunately, the important lessons learned and the gains in effectiveness and efficiency derived from lean manufacturing have not been successfully translated to the Sales and Marketing environments. And, it's understandable. Sales involves people doing business with people, not people doing activities with machines and processes. Sales is perceived to be more of an art form than a science. Yet, ironically, Sales is virtually a pure science and, as such, is both measurable and predictable. If we are correct, the disciplines of Lean can easily be applied to the Sales and Marketing functions resulting in significant increases in effectiveness and bottom line results.
Introduction To Lean Sales
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Author : IntroBooks
language : en
Publisher: IntroBooks
Release Date : 2016-01-19
Introduction To Lean Sales written by IntroBooks and has been published by IntroBooks this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-01-19 with Business & Economics categories.
Your entire business is lean. Does that entire include the sales department? No? Well, you need to gear up and bring lean methodology to your sales team soon in order to make your business more prosperous. Many industrialists believe that sales team does not require lean principles, but if your whole firm is working together under one mantra, why keep the sales one deprived of it? This book comprises of total five chapters which guides you step by step about lean sales. This is very much suitable for industrialists who are left with the only sales team to go lean. This book isn't too lengthy or hard to comprehend. In fact, it is a comprehensive series, which is not only short but very easy to understand too. It discusses the following topics listed in bullet form: The selling crisis The basics What is lean selling How come a sale is different from other lean departments? How to make Lean Six Sigma works in sales? Example from real life Different projects Top ten secrets of lean sales The need of “lean thinking” in sales department Read out the details of these topics and at the end, you will yourself realize that you have learned enough to implement lean ideology to your sales department. This is a complete guide which provides you with sufficient context to make you knowledgeable about lean sales. Read on and you won’t regret! *************************** IntroBooks delivers up to the minute information covering everything on a topic in only one hour of reading. This book is written to give essential information in a straight-to-the-point, easy to read format. We have cut out technical jargon, waffle and unnecessary filler to ensure you get the essential information you need to achieve your goals with confidence.
Lean For Sales
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Author : Sean Gillespie
language : en
Publisher: CRC Press
Release Date : 2016-02-25
Lean For Sales written by Sean Gillespie and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-02-25 with Business & Economics categories.
This groundbreaking book describes the Lean journey as it extends to a business area that is mission critical, yet has been virtually untouched by the Lean transformation. Lean for Sales: Bringing the Science of Lean to the Art of Selling provides sales professionals, and their management teams, with a structured, fact-based approach to boosting sa
Lean Selling
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Author : Robert J. Pryor
language : en
Publisher: AuthorHouse
Release Date : 2015-01-29
Lean Selling written by Robert J. Pryor and has been published by AuthorHouse this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-01-29 with Business & Economics categories.
Excerpts of Advance Praise for Lean Selling “Lean Selling is the most important sales management book of the last 25 years. It shows us why 90% of today’s sales processes are broken. This book will change forever the way you sell and manage.” Al Davidson President, Strategic Sales & Marketing, Inc. “Most sales leaders struggle to get their entire sales team to perform at the level of their ‘A-Players.’ Too many sales books focus on trying to change a salesperson’s behavior to achieve this. Robert Pryor’s book focuses on defining a sales process to yield consistent sales results for your company’s product or solution. Lean Selling provides the tools you require to define then refine your sales process as market and competitive conditions change. The end result is achieving both predictable sales and customer satisfaction.” Craig Jack Former Managing Client Partner, Verizon Enterprise Solutions Former Managing Director, KPMG Consulting “Robert Pryor has written a book on a subject already covered by tons of books over the years but managed to give it a twist that makes it very engaging and relevant. The book is well written, insightful, and timely; the emergence of internet commerce has had a profound impact on the sales profession as we know it.” Ake Persson Retired CEO, Ericsson Wireless Communications, Inc. “Lean Selling, by Robert Pryor, really woke me up to how complacent some of us are about our sales processes, and how that complacency connects directly to those sub-optimal results. It’s a ‘must read.’ ” J. Jeffrey Campbell Brinker Executive in Residence and Director, Master of Science Program, San Diego State University School of Hospitality & Tourism Former Chairman and CEO, Burger King Corporation “Lean Selling? I love it. I’ve been using lean principles with my inside sales organization for a year now to improve customer fit and the buyer experience. The result has been astronomical growth in sales for my company. Kevin Gaither Vice president of Inside Sales, ZipRecruiter, Inc. President, Los Angeles Chapter of the American Association of Inside Sales Professionals Complete quotations start on page 1 of this book.
Lean Applications In Sales How A Sales Manager Applied Lean Tools To Sales Processes And Exceeded His Goals
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Author : Jaideep Motwani
language : en
Publisher:
Release Date : 2014-01-01
Lean Applications In Sales How A Sales Manager Applied Lean Tools To Sales Processes And Exceeded His Goals written by Jaideep Motwani and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-01-01 with Organizational effectiveness categories.
Over the past decade, Lean methods and tools have helped manufacturing organizations improve their productivity levels significantly by focusing on data, systematic elimination of waste, and improvement of flow. Today many nonmanufacturing organizations are applying the powerful process improvement methods and tools employed with Lean techniques. This book illustrates Lean methods and tools applications applied to a full range of sales organizations and processes. By discussing these tools in various sales environments, sales team leaders can begin to understand how these methods and tools can be applied in their organizations. Through a unique and easy reading story of a frustrated sales team leader discovering the power of these tools, the authors present a compelling argument to begin using Lean in sales organizations; and illustrate the discovery, application, and transformation of sales processes. It's the perfect book for sales managers, sales team leaders, and business education students.
Lean Six Sigma In Sales Yin Yang
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Author : Antti Leijala
language : en
Publisher: BoD - Books on Demand
Release Date : 2016-06-22
Lean Six Sigma In Sales Yin Yang written by Antti Leijala and has been published by BoD - Books on Demand this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-06-22 with Political Science categories.
This book is dedicated to Lean Six Sigma (L6S) as well as Sales process development professionals. Over the past several years I’ve personally experienced that one of the biggest reasons for Lean Six Sigma methods not being widely deployed in sales environment is the lack of common language between these two stakeholder groups. This triggered an idea to collect my thoughts in a book, or rather a dictionary, and thus share the benefits also to a wider audience. By adoption of these ~20 comparisons (which takes you 30-60min), you’ve already taken a major step forward. You’re ready to move ahead with your L6S sales improvement initiative with the right mindset. - Solution Selling vs. L6S sales - Waste vs. opportunity - Mitigate vs. elaborate - VoC=VoB vs. VoC≠VoB - Red vs Blue Ocean - Manual vs. automated data - Our company vs. competition - High vs. low confidence level - Standardize vs. improvise - Lost vs. won - Backward vs. forward - Large/medium vs. small - L6S vs. sales training - Satisfaction vs. conversion - Theory vs. hands-on (SIPOC) - Own vs. customer process - Process vs. customer adherence - Pareto vs. (80/20)n - Root cause of issues vs. success - FMEA vs. SMEA - 100% vs. 200% Lean Six Sigma (L6S) evolution is facing probably its biggest discontinuity, when applications are extending towards sales environment. This book sets the basics for a common language and mindset to bring together Lean Six Sigma and Sales professionals across the World, regardless of the industry and size of your company. These two distinguished stakeholder groups are coming from different environment, they have different education and mindset (even genes) and thus speaking the same language becomes the most critical success factor for driving L6S in sales environment (i.e. Yin Yang ).
Lean Smarketing
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Author : Nikolaas Van Riet
language : en
Publisher:
Release Date : 2017
Lean Smarketing written by Nikolaas Van Riet and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017 with categories.