Opis: Lean for Sales - Sreekanth Ramakrishnan, Michael Testani, Sean Gillespie

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 sales close rates and delivering improved business value to customers. The time-tested Lean selling techniques described in this book have been proven to deliver profound results. In fact, it is not uncommon for sales close rates to see a threefold increase over current rates as a result of using the techniques described in this book. After reading the book, you will understand how to integrate the science of Lean with the art of sales to: * Create winning sales proposals * Use Lean selling storyboards to confirm what is truly valuable to your client and their business * Improve sales team collaboration * Define and qualify a client's unique business problems and goals * Manage sales process performance using a multi-dimensional measurement system that looks beyond sales revenue to include client value and process effectiveness This book outlines an innovative and proven approach to creating a common language with your customers that is based on waste elimination, root cause analysis, and time to value. Making the management of the sales cycle fact-based, rather than leaving it to intuition, this Lean selling manual presents tools that will enable sales professionals, and their managers, to collect sales opportunity data early and discard those leads that will ultimately waste valuable time and resources.Traditional Sales versus Lean Selling Art of Sales Compelling Need for a Change in Today's Selling Approach Ill-Effects of the "Do Nothing" Syndrome Traditional versus Lean Selling Key Differences between Lean Selling and Traditional Selling Science of Selling Applying Lean to Sales-Fundamental Principles Storyboarding Time to Value What Is Value; Lean Selling Principles Value-A Sales Professional's Favorite Word Balancing the Art and Science of Selling-A Culture Change Lean Selling Principle 1: The Principle of Collaborative Giving Lean Selling Principle 2: Continuous Qualification to Test the Health of a Sales Project Lean Selling Principle 3: Value Is Personal Lean Selling Principle 4: All Sales Engagements Require a Mixture of Art and Science Lean Selling Principle 5: Documenting Your Customer Business Process Enables Root Cause Identification Lean Selling Principle 6: Aligning Your Product or Service to the Customer Problem and Goal Lean Selling Principle 7: Look Beyond Features, Functions, and Benefits: Capabilities, Outcomes, and Time to Value Are More Important Challenges Created by the Digital Age-A New Service Model Challenges with the Three-Layer Customer Services Model The Lean Sales "Funnel" Framework Explained Opportunity Analysis Combining the Art of Selling with the Science of Lean-Getting Started Reference Client Capability Study and Identifying the Eight Deadly Forms of Lean Waste Lean Wastes Explanation of the Lean Wastes Getting to the Root Cause of a Client's Problem and Proposing the "To-Be" Process The Cascade Effect and Lean Selling Balanced Scorecard Understanding the Consequences of Lean Wastes-"The Cascade Effect" Creating a Shared Understanding of the Consequences of Wastes-An Illustration The Impacts of the Cascade Effect Quantifying the Value-Building a Balanced Business Case Gadget Company: Process Problems Identified and the Resulting Outcomes Measuring the Business Impact of a Problem and Associated Lean Wastes The Real Cost of Lean Waste (Building a Compelling Business Case) A Balanced Business Case for a Proposed Solution Conclusion and Time to Value Revisited Reference How to Build a Time to Value Proposition Introduction-How Does All This Lean Work Help to Sell a Product? Understanding the Client and Their Processes Collaborative Selling Documenting Time to Value Applying Pareto Principle in Lean Selling Expectation Management Defining Value Using Lean Selling versus Traditional Sales-Reflection Client Value Realization (A Conceptual Model) Bringing It All Together with the Lean Selling Storyboard Making the Final Value Proposition to the Client The Need for Stakeholder Buy-in Long Proposal versus a Short Storyboard Lean Selling Storyboard Outline Storyboarding Makes Decision Making Easier Conclusion and a Call to Action

Szczegóły: Lean for Sales - Sreekanth Ramakrishnan, Michael Testani, Sean Gillespie

Tytuł: Lean for Sales
Autor: Sreekanth Ramakrishnan, Michael Testani, Sean Gillespie
Wydawnictwo: Apple
ISBN: 9781482253146
Rok wydania: 2016
Ilość stron: 184
Oprawa: Twarda
Waga: 0.57 kg

Recenzje: Lean for Sales - Sreekanth Ramakrishnan, Michael Testani, Sean Gillespie