Read e-book online Lean for Sales: Bringing the Science of Lean to the Art of PDF

By Sean Gillespie, Michael V. Testani Sr., Sreekanth Ramakrishnan

ISBN-10: 1482253151

ISBN-13: 9781482253153

This groundbreaking ebook describes the tilt trip because it extends to a enterprise zone that's venture serious, but has been nearly untouched through the tilt transformation. Lean for revenues: Bringing the technology of Lean to the artwork of Selling presents revenues execs, and their administration groups, with a dependent, fact-based method of boosting revenues shut premiums and supplying better enterprise price to customers.

The time-tested Lean selling techniques defined during this booklet were confirmed to carry profound effects. actually, it is common for revenues shut charges to work out a threefold bring up over present charges due to utilizing the suggestions defined during this e-book. After examining the e-book, you'll know how to combine the technology of Lean with the artwork of revenues to:

  • Create successful revenues proposals
  • Use Lean promoting storyboards to verify what's really precious on your purchaser and their business
  • Improve revenues crew collaboration
  • Define and qualify a client’s detailed company difficulties and goals
  • Manage revenues method functionality utilizing a multi-dimensional size approach that appears past revenues profit to incorporate buyer price and method effectiveness

This publication outlines an leading edge and confirmed method of making a universal language along with your shoppers that's in line with waste removing, root reason research, and time to worth. Making the administration of the revenues cycle fact-based, instead of leaving it to instinct, this Lean promoting guide offers instruments that would allow revenues execs, and their managers, to assemble revenues chance information early and discard these leads that might eventually waste invaluable time and resources.

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Extra resources for Lean for Sales: Bringing the Science of Lean to the Art of Selling

Example text

More specifically, in Lean selling, because we have identified the areas of a customer process that need to be addressed and have confirmed the key wastes. Our sales organization is able to confirm the cost impact of the root causes impacting a customer’s process. We are also iden­ tifying the key components of the product or service that will eliminate the root causes, creating the customer’s problem, and impacting the achievement of a business goal.

It is the eight forms of Lean waste that allow a sales professional to build a financial business case based on actual client data. Additionally, in Lean selling the business case is built first when the problem and goal are documented, which is in stark contrast with traditional sales where the business case comes last. We recommend this approach to ensure that if for some reason the product or service being sold does enable a positive business case then we can close the sales cycle early due to the lack of confirmed value and move on to another opportunity.

This concept is still taught today in many sales training programs. The principle behind it is to break down your product into these three components (feature, function, benefit), and use these components to align your product to a customer need or want. For example “Did you know Bob that this model car comes with antilock brakes as standard? (Feature)” “Should you need to stop suddenly with your family in the car you will be able to push the brake fully to the floor while still being able to steer the car as required” (Function).

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Lean for Sales: Bringing the Science of Lean to the Art of Selling by Sean Gillespie, Michael V. Testani Sr., Sreekanth Ramakrishnan

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