Lean for sales : bringing the science of lean to the art of selling /: bringing the science of lean to the art of selling. (2016)

• Record Type: Book
• Further Information: Note: Sean Gillespie, Michael V. Testani, Sr., Sreekanth Ramakrishnan.
• Authors: Gillespie, Sean; Testani, Michael V; Ramakrishnan, Sreekanth
• Contents: 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
• Edition: 1st
• Publisher Details: New York : Productivity Press
• Publication Date: 2016
• Extent: 1 online resource, illustrations (black and white)
• Subjects: 658.8; Selling; Lean manufacturing
• Languages: English
• ISBNs: 9781482253153
• Related ISBNs: 9781482253146
• Notes: Note: Description based on CIP data; item not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.