Lean Sales And Marketing

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Lean Sales and Marketing

Author : Ade Asefeso MCIPS MBA
Publisher : AA Global Sourcing Ltd
ISBN 13 : 1291380000
Total Pages : 119 pages
Book Rating : 4.2/5 (913 download)

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Book Synopsis Lean Sales and Marketing by : Ade Asefeso MCIPS MBA

Download or read book Lean Sales and Marketing written by Ade Asefeso MCIPS MBA and published by AA Global Sourcing Ltd. This book was released on 2013-04-08 with total page 119 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

The Toyota Way in Sales and Marketing

Author : Yoshio Ishizaka
Publisher : Productivity Press
ISBN 13 : 9781926537085
Total Pages : 0 pages
Book Rating : 4.5/5 (37 download)

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Book Synopsis The Toyota Way in Sales and Marketing by : Yoshio Ishizaka

Download or read book The Toyota Way in Sales and Marketing written by Yoshio Ishizaka and published by Productivity Press. This book was released on 2017-03-21 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book highlights the adaptation of Lean manufacturing principles to a sales organization. It discusses how to use the principles of Lean and Kaizen within the structure and framework of customer service, dealer networks, sales experience concept, and feedback to the manufacturing arm of Toyota.

Lean AI

Author : Lomit Patel
Publisher : "O'Reilly Media, Inc."
ISBN 13 : 1492059269
Total Pages : 213 pages
Book Rating : 4.4/5 (92 download)

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Book Synopsis Lean AI by : Lomit Patel

Download or read book Lean AI written by Lomit Patel and published by "O'Reilly Media, Inc.". This book was released on 2020-01-30 with total page 213 pages. Available in PDF, EPUB and Kindle. Book excerpt: How can startups successfully scale customer acquisition and revenue growth with a Lean team? Out-of-the-box acquisition solutions from Facebook, Google, and others provide a good start, but the companies that can tailor those solutions to meet their specific needs, objectives, and goals will come out winners. But that hasn’t been an easy task—until now. With this practical book, author Lomit Patel shows you how to use AI and automation to provide an operational layer atop those acquisition solutions to deliver amazing results for your company. You’ll learn how to adapt, customize, and personalize cross-channel user journeys to help your company attract and retain customers—to usher in the new age of Autonomous Marketing. Learn how AI and automation can support the customer acquisition efforts of a Lean Startup Dive into Customer Acquisition 3.0, an initiative for gaining and retaining customers Explore ways to use AI for marketing purposes Understand the key metrics for determining the growth of your startup Determine the right strategy to foster user acquisition in your company Manage the increased complexity and risk inherent in AI projects

Lean for Sales

Author : Sean Gillespie
Publisher : CRC Press
ISBN 13 : 1482253151
Total Pages : 196 pages
Book Rating : 4.4/5 (822 download)

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Book Synopsis Lean for Sales by : Sean Gillespie

Download or read book Lean for Sales written by Sean Gillespie and published by CRC Press. This book was released on 2016-02-25 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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

Ready, Launch, Brand

Author : Orly Zeewy
Publisher : CRC Press
ISBN 13 : 1000351939
Total Pages : 99 pages
Book Rating : 4.0/5 (3 download)

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Book Synopsis Ready, Launch, Brand by : Orly Zeewy

Download or read book Ready, Launch, Brand written by Orly Zeewy and published by CRC Press. This book was released on 2021-05-09 with total page 99 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A powerful and urgent introduction to lean marketing and the magic of getting it right." -- Seth Godin, author, This is Marketing You may be familiar with the Silicon Valley expression about the iterative approach to software development, "We’re learning to fly the plane while we’re building it." If so, think of a startup—with all its moving parts, phases, and personalities—as flying a plane, while you’re building it, booking passengers, marketing the airline, interviewing co-pilots, and serving coffee. In this book, Orly Zeewy navigates the turbulence and provides a flight plan so you know when you’ve landed in the right airport. Orly Zeewy is a brand architect who helps startups cut through the noise. She has worked with dozens of founders and entrepreneurs to uncover their brands’ DNA. In Ready, Launch, Brand: The Lean Marketing Guide for Startups you will learn how to close the marketing gaps that can slow down sales and make it harder to scale your business. Orly shares her brand process for building the right team, attracting brand evangelists, and cultivating a sustainable company culture. Prior to starting her brand consulting practice, Orly ran the award-winning Zeewy Design and Marketing Communications firm and directed marketing programs for national clients such as CIGNA, Kraft Foods, and Prince Tennis. She has lectured at the Wharton School of Business at the University of Pennsylvania, taught at the Charles D. Close School of Entrepreneurship at Drexel University, and been featured in the business section of the Philadelphia Inquirer.

Lean Selling

Author : Robert J. Pryor
Publisher : AuthorHouse
ISBN 13 : 1496955528
Total Pages : 220 pages
Book Rating : 4.4/5 (969 download)

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Book Synopsis Lean Selling by : Robert J. Pryor

Download or read book Lean Selling written by Robert J. Pryor and published by AuthorHouse. This book was released on 2015-01-29 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Sales and Marketing the Six Sigma Way

Author : Michael Webb
Publisher :
ISBN 13 : 9780615751887
Total Pages : 320 pages
Book Rating : 4.7/5 (518 download)

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Book Synopsis Sales and Marketing the Six Sigma Way by : Michael Webb

Download or read book Sales and Marketing the Six Sigma Way written by Michael Webb and published by . This book was released on 2013-01-09 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Quality management. Process mapping. Speed to production. In the past 50 years, a rigorous, measurement-based methodology called Six Sigma has brought production management to previously unimaginable levels of success and sophistication. Top corporations such as Motorola and GE have built their reputations, products, and revenues using this approach. Indeed, Six Sigma has found widespread application in every significant industry and business-except marketing and sales. In Sales and Marketing the Six Sigma Way, sales and quality guru Michael Webb shows how to blend marketing and sales efforts with the cutting-edge methods of Six Sigma to boost their bottom lines. With Webb's book as a guide, readers learn to engineer rapid routes to customer value, accurately predict future revenue, and ensure return on investment for their projects. In Sales and Marketing the Six Sigma Way, you will:* Find out why "the usual fixes" for sales problems don't work* Meet executives who have used Six Sigma to imrpove marketing and sales results* See the pitfalls that await the unwary when applying process improvement in sales* Learn how to introduce Six Sigma to sales and marketing professionals* Discover through examples and cases how to manage sales as a process Webb walks readers through several Six Sigma sales and marketing projects from start to finish, highlighting the tools, decisions, and results that made them successful. He shows the practical methods managers use to translate process improvement principles to the human world of selling and marketing. With his dual background in sales and marketing management and in quality improvement, Webb speaks clearly to readers in both disciplines. This makes Sales and Marketing the Six Sigma Way,the indispensible guide for sales and marketing professionals who want to excel in today's business environment, and for quality improvement experts who want to help them.

Lean B2B

Author : Étienne Garbugli
Publisher : Étienne Garbugli
ISBN 13 : 1778074006
Total Pages : 225 pages
Book Rating : 4.7/5 (78 download)

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Book Synopsis Lean B2B by : Étienne Garbugli

Download or read book Lean B2B written by Étienne Garbugli and published by Étienne Garbugli. This book was released on 2022-03-22 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get from Idea to Product/Market Fit in B2B. The world has changed. Nowadays, there are more companies building B2B products than there’s ever been. Products are entering organizations top-down, middle-out, and bottom-up. Teams and managers control their budgets. Buyers have become savvier and more impatient. The case for the value of new innovations no longer needs to be made. Technology products get hired, and fired faster than ever before. The challenges have moved from building and validating products to gaining adoption in increasingly crowded and fragmented markets. This, requires a new playbook. The second edition of Lean B2B is the result of years of research into B2B entrepreneurship. It builds off the unique Lean B2B Methodology, which has already helped thousands of entrepreneurs and innovators around the world build successful businesses. In this new edition, you’ll learn: - Why companies seek out new products, and why they agree to buy from unproven vendors like startups - How to find early adopters, establish your credibility, and convince business stakeholders to work with you - What type of opportunities can increase the likelihood of building a product that finds adoption in businesses - How to learn from stakeholders, identify a great opportunity, and create a compelling value proposition - How to get initial validation, create a minimum viable product, and iterate until you're able to find product/market fit This second edition of Lean B2B will show you how to build the products that businesses need, want, buy, and adopt.

The 1-Page Marketing Plan

Author : Allan Dib
Publisher : Page Two
ISBN 13 : 1989603688
Total Pages : 0 pages
Book Rating : 4.9/5 (896 download)

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Book Synopsis The 1-Page Marketing Plan by : Allan Dib

Download or read book The 1-Page Marketing Plan written by Allan Dib and published by Page Two. This book was released on 2021-01-25 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: WARNING: Do Not Read This Book If You Hate Money To build a successful business, you need to stop doing random acts of marketing and start following a reliable plan for rapid business growth. Traditionally, creating a marketing plan has been a difficult and time-consuming process, which is why it often doesn't get done. In The 1-Page Marketing Plan, serial entrepreneur and rebellious marketer Allan Dib reveals a marketing implementation breakthrough that makes creating a marketing plan simple and fast. It's literally a single page, divided up into nine squares. With it, you'll be able to map out your own sophisticated marketing plan and go from zero to marketing hero. Whether you're just starting out or are an experienced entrepreneur, The 1-Page Marketing Plan is the easiest and fastest way to create a marketing plan that will propel your business growth. In this groundbreaking new book you'll discover: - How to get new customers, clients or patients and how to make more profit from existing ones. - Why "big business" style marketing could kill your business and strategies that actually work for small and medium-sized businesses. - How to close sales without being pushy, needy, or obnoxious while turning the tables and having prospects begging you to take their money. - A simple step-by-step process for creating your own personalized marketing plan that is literally one page. Simply follow along and fill in each of the nine squares that make up your own 1-Page Marketing Plan. - How to annihilate competitors and make yourself the only logical choice. - How to get amazing results on a small budget using the secrets of direct response marketing. - How to charge high prices for your products and services and have customers actually thank you for it.

The Lean Product Playbook

Author : Dan Olsen
Publisher : John Wiley & Sons
ISBN 13 : 1118961021
Total Pages : 336 pages
Book Rating : 4.1/5 (189 download)

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Book Synopsis The Lean Product Playbook by : Dan Olsen

Download or read book The Lean Product Playbook written by Dan Olsen and published by John Wiley & Sons. This book was released on 2015-05-21 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: The missing manual on how to apply Lean Startup to build products that customers love The Lean Product Playbook is a practical guide to building products that customers love. Whether you work at a startup or a large, established company, we all know that building great products is hard. Most new products fail. This book helps improve your chances of building successful products through clear, step-by-step guidance and advice. The Lean Startup movement has contributed new and valuable ideas about product development and has generated lots of excitement. However, many companies have yet to successfully adopt Lean thinking. Despite their enthusiasm and familiarity with the high-level concepts, many teams run into challenges trying to adopt Lean because they feel like they lack specific guidance on what exactly they should be doing. If you are interested in Lean Startup principles and want to apply them to develop winning products, this book is for you. This book describes the Lean Product Process: a repeatable, easy-to-follow methodology for iterating your way to product-market fit. It walks you through how to: Determine your target customers Identify underserved customer needs Create a winning product strategy Decide on your Minimum Viable Product (MVP) Design your MVP prototype Test your MVP with customers Iterate rapidly to achieve product-market fit This book was written by entrepreneur and Lean product expert Dan Olsen whose experience spans product management, UX design, coding, analytics, and marketing across a variety of products. As a hands-on consultant, he refined and applied the advice in this book as he helped many companies improve their product process and build great products. His clients include Facebook, Box, Hightail, Epocrates, and Medallia. Entrepreneurs, executives, product managers, designers, developers, marketers, analysts and anyone who is passionate about building great products will find The Lean Product Playbook an indispensable, hands-on resource.

Lean Marketing

Author : Ade Asefeso MCIPS MBA
Publisher : AA Global Sourcing Ltd
ISBN 13 : 1291379924
Total Pages : 85 pages
Book Rating : 4.2/5 (913 download)

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Book Synopsis Lean Marketing by : Ade Asefeso MCIPS MBA

Download or read book Lean Marketing written by Ade Asefeso MCIPS MBA and published by AA Global Sourcing Ltd. This book was released on 2013-04-08 with total page 85 pages. Available in PDF, EPUB and Kindle. Book excerpt: The word Lean marketing has been one of the buzzwords of business for a few years now, but beneath the buzzword lays a strong, successful and above all common sense strategy. The Lean Marketing process is actually nothing new. The business tactics it employs are all well known and widely used. Despite this most businesses do not follow them in any particular order or manner. What makes Lean Marketing special is that it organizes its techniques in to a coherent, easy to follow strategy. These steps can be followed step by step to not only launch a successful business, but stop you from launching an unsuccessful business. The key aspects of lean marketing are: • Market Targeting • Validation • Minimum Viable Product • Goals • Improvement • Scale-ability This sounds like common sense, but how can you apply it to marketing? Find out more in this book.

Scaling Lean

Author : Ash Maurya
Publisher : Penguin
ISBN 13 : 1101980524
Total Pages : 305 pages
Book Rating : 4.1/5 (19 download)

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Book Synopsis Scaling Lean by : Ash Maurya

Download or read book Scaling Lean written by Ash Maurya and published by Penguin. This book was released on 2016 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Scaling Lean offers an invaluable blueprint for modeling startup success. You'll learn the essential metrics that measure the output of a working business model, give you the pulse of your company, communicate its health to investors, and enable you to make precise interventions when things go wrong, "--Amazon.com.

The Routledge Companion to Lean Management

Author : Torbjorn H. Netland
Publisher : Routledge
ISBN 13 : 1317416503
Total Pages : 663 pages
Book Rating : 4.3/5 (174 download)

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Book Synopsis The Routledge Companion to Lean Management by : Torbjorn H. Netland

Download or read book The Routledge Companion to Lean Management written by Torbjorn H. Netland and published by Routledge. This book was released on 2016-12-08 with total page 663 pages. Available in PDF, EPUB and Kindle. Book excerpt: Interest in the phenomenon known as "lean" has grown significantly in recent years. This is the first volume to provide an academically rigorous overview of the field of lean management, introducing the reader to the application of lean in diverse application areas, from the production floor to sales and marketing, from the automobile industry to academic institutions. The volume collects contributions from well-known lean experts and up-and-coming scholars from around the world. The chapters provide a detailed description of lean management across the manufacturing enterprise (supply chain, accounting, production, sales, IT etc.), and offer important perspectives for applying lean across different industries (construction, healthcare, logistics). The contributors address challenges and opportunities for future development in each of the lean application areas, concluding most chapters with a short case study to illustrate current best practice. The book is divided into three parts: The Lean Enterprise Lean across Industries A Lean World. This handbook is an excellent resource for business and management students as well as any academics, scholars, practitioners, and consultants interested in the "lean world."

Introduction to Sales Process Improvement

Author : Michael J. Webb
Publisher :
ISBN 13 : 9780977107209
Total Pages : 182 pages
Book Rating : 4.1/5 (72 download)

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Book Synopsis Introduction to Sales Process Improvement by : Michael J. Webb

Download or read book Introduction to Sales Process Improvement written by Michael J. Webb and published by . This book was released on 2005-06-01 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bring science to marketing and selling organizations without causing more problems than results. Marketing and sales executives are working harder than ever to be more profitable, and more predictable. All too often they do not have the facts they need about the causes of variations in their results. Introduction to Sales Process Improvement illustrates an approach to identifying the value they create for prospects and customers. It illustrates how the analytical tools of the quality movement and Six Sigma can be applied to analyze causes for unwanted results so they can take corrective action. By this means, results can be improved and made more predictable, both for the customer and for the selling organization.

Lean Smarketing

Author : Nikolaas Van Riet
Publisher :
ISBN 13 : 9789048629404
Total Pages : 58 pages
Book Rating : 4.6/5 (294 download)

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Book Synopsis Lean Smarketing by : Nikolaas Van Riet

Download or read book Lean Smarketing written by Nikolaas Van Riet and published by . This book was released on 2017 with total page 58 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Sales Process Excellence

Author : Michael Webb
Publisher :
ISBN 13 : 9780977107223
Total Pages : pages
Book Rating : 4.1/5 (72 download)

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Book Synopsis Sales Process Excellence by : Michael Webb

Download or read book Sales Process Excellence written by Michael Webb and published by . This book was released on 2014-09-10 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Why are B2B sales and marketing problems so persistent? Why don't digital and social marketing, lead generation, sales training, CRM systems, and even so-called sales process improve sales productivity and profit?In Sales Process Excellence, Michael Webb traces sales and marketing problems to their root causes in traditional management methods, such as pushing product, setting quotas, and trying harder while doing the same things over again. He explains why these methods actually create barriers for leaders, and reveals an alternative that avoids them. What's the alternative? Sales process excellence. Drawing on years of experience with B2B sales managers, general managers, and process excellence leaders, Webb shows how you can engage your team to:* Learn what customers want from your salespeople, your channels, and on your website* Design your process to tell you who will buy, who won't, and why* Increase margins and accountability, while earning field salespeople's cooperation and respect * Synchronize marketing, sales, and service into a smooth production flow, and then accelerate it* Use data you didn't know you had to drive decisions that reliably grow your businessWebb illustrates data-driven ways to motivate and guide sales and marketing teams with a precision approaching that found in production operations. In this book, you will learn how:* A food packager doubled sales productivity, creating a new market where no one else could compete* A water filter distributor revived its growth by moving salespeople from servicing dealers to selling to new customers through those dealers* A paint supplier achieved its five year plan in four years by transforming itself from selling commodities to selling high-margin services* A dozen other companies opened sales bottlenecks, developed new products, reduced waste, and increased deal flow.Stop relying on wasteful promotions, undependable sales heroes, and management methods pitting people against one another. In this book you will learn proven principles for finding customer value and locking in profit in ways competitors can't imitate, while increasing predictability and reducing business risks.

Lean Distribution

Author : Kirk D. Zylstra
Publisher : John Wiley & Sons
ISBN 13 : 1118429036
Total Pages : 225 pages
Book Rating : 4.1/5 (184 download)

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Book Synopsis Lean Distribution by : Kirk D. Zylstra

Download or read book Lean Distribution written by Kirk D. Zylstra and published by John Wiley & Sons. This book was released on 2012-06-19 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Kirk Zylstra's focus on the customer is a fresh approach to lean. Companies that can bear the burden of variability will develop a strategic advantage in today's volatile market." —Travis Jarrell Institute of Industrial Engineers Program Committee Chair "Lean Distribution is a comprehensive yet concise work with clear leanings. Kirk's experience across a range of industries brings a unique understanding of common opportunities and solutions available to optimize distribution processes. Lean techniques, typically effective in manufacturing processes, are applied in the downstream supply chain in a practical and productive manner that will offer something to any business distributing tangible goods." —F. Jeff Duncan Jr. VP, CIO, and Director of Technology Louisiana Pacific Corp. "Lean Distribution has robustly captured the revolution occurring in today's increasingly competitive and global supply chain. Eliminating losses through lean manufacturing and lean distribution initiatives will become even more critical enablers to organizations developing cost-advantaged supply chains." —Rick McDonald Director of Manufacturing The Clorox Company