by Robert Pryor | Mar 25, 2015 | Lean Selling, Sales Training
McKinsey: 7 Reasons Why It’s Time for Lean Sales A recent article from McKinsey & Company lists seven ways that companies whose sales are growing faster than their industry peers have more advanced marketing and sales capabilities than their industry peers....
by Robert Pryor | Mar 18, 2015 | Lean Thinking, Sales Training
Don’t Blame Your People, Blame Your Sales Process We all want things to run smoothly and work as they should. Far too often, however, when something goes wrong, the first place managers look is at the people responsible for delivering the goods. We do this even when...
by Robert Pryor | Mar 11, 2015 | Lean Selling
The Buyer with Two Brains The other night I was browsing Netflix for a comedy movie and came across the 1983 Steve Martin film, The Buyer with Two Brains. Wait a minute! Now, I’m not sure now if that was the exact title…. At any rate, it reminded me of an...
by Robert Pryor | Mar 5, 2015 | Lean Selling, Sales Training
Creating a “buyer persona” is a commonly touted method of ensuring your website has a clear purpose. It helps you design a user interface that guides people towards what they should be doing on your website. In addition, it ensures that there is a clear purpose for...
