by Robert Pryor | Nov 4, 2015 | Lean Thinking
A recent Bloomberg article provides an inside look into the Amex and Costco breakup. The companies announced in February that they were terminating their agreement to co-brand the American Express credit card in 2016. For 16 years, it was the only credit card accepted...
by Robert Pryor | Oct 28, 2015 | Lean Selling, Lean Thinking
You can’t put your finger on it, but something isn’t quite right. Your company is performing well, but it doesn’t seem to have the ability to scale up. You can’t find a way to increase the revenue your team brings in without hiring more people, which you can’t afford...
by Robert Pryor | Oct 21, 2015 | Lean Selling, Lean Thinking
Achieve Your Sales Goals Faster: 3 Unconventional Tips Salespeople are very familiar with goals and goal setting. You set a goal for the number of calls to make a day. You have a goal for how many sales to make each month (quota). You probably even have a goal set for...
by Robert Pryor | Oct 14, 2015 | Lean Selling, Lean Thinking
Create the Sales Strategy You Want Part Three: The Ideal Sales Strategy We first looked at the Seller’s perspective, following Mike from SEL as he went through the sales process with Jim, from BUY. Mike lost out and when we followed Jim through the same journey last...
by Robert Pryor | Oct 7, 2015 | Lean Selling, Lean Thinking
Create the Sales Strategy You Want Part two: Through the Buyer’s Eyes Last week, you learned that there are always two perspectives on the selling journey: that of the Seller, and that of the Buyer. We followed Mike on his journey to sell software from his company,...
by Robert Pryor | Sep 30, 2015 | Lean Selling, Lean Thinking
A Three Part Series From the Seller’s Point-of-View There are always two primary perspectives of the sales process: that of the Seller, and that of the Buyer. Each of these participants in the sales process has his or her own needs and wants, and each one has what he...
by Robert Pryor | Sep 24, 2015 | Lean Thinking, Sales Training
Which is the better investment? Your company has been growing but now is slowing. You would like to see revenues grow more, but nothing you’re doing seems to be working. The traditional methods you’ve been considering aren’t really feasible long-term. You could hire...
by Robert Pryor | Sep 16, 2015 | Lean Selling, Lean Thinking
Why Does the Sales Process Take So Long? And How Do You Make It Shorter? Everyone, from salespeople to sales managers and business executives, has the same wish when it comes to sales—to make the process faster. There is no one answer that everyone agrees with on...
by Robert Pryor | Sep 9, 2015 | Lean Selling, Lean Thinking, Sales Training
Sales Process Improvement Should you do it yourself, or seek outside help? You’ve reached a point where you’re aware that your sales team or process needs to change. You know you could be closing more sales, if only you had things better organized, or your team better...