by Robert Pryor | Nov 25, 2015 | Lean Selling, Lean Thinking
Part 2: Creating a Buying Plan Last week, we discussed one of the biggest problems your sales team faces on a regular basis. How do you keep Buyers moving through your pipeline to make a decision? How can you create a sales process that Flows as predictably as a...
by Robert Pryor | Nov 19, 2015 | Lean Selling, Lean Thinking
Part 1: What is Flow? There’s a problem that plagues most CEOs and Sales executives when asked about how long their sales process takes. The answer is inevitably that it takes too long, and is rarely, if ever, consistent. The issue is usually that you really have no...
by Robert Pryor | Nov 12, 2015 | Lean Thinking
What do you call customer service before a Buyer becomes a Customer? The Buyer’s Journey is a hot topic among marketers, especially with the rise of inbound marketing. It’s the idea that taking care of your buyer along their journey leads not just to happier customers...
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...
