by Robert Pryor | Jan 20, 2016 | Lean Selling, Sales Training
Now that it’s a few weeks into 2016, the excitement over the New Year and a new quarter is wearing off. Your sales team may have been enthusiastic at first. But as you see a few star performers break ahead of the pack, the rest of your staff seem to lose motivation....
by Robert Pryor | Jan 14, 2016 | Lean Selling, Lean Thinking, Sales Training
You are an experienced sales manager. You know the market changes, you’ve got years of data on what to expect for different quarters, and you confidently coach your team along in the best practices for selling in your industry. Your team usually meets quota, but not...
by Robert Pryor | Jan 7, 2016 | Lean Selling, Lean Thinking
Sales departments tend to think that they are unique in the business world. Their department is treated the worst, they don’t get the resources they need, and the way they have to work just isn’t the same as any other department. They really are unique in two...
by Robert Pryor | Dec 30, 2015 | Lean Selling, Sales Training
There’s a simple way to increase your close rate. It may a bit uncomfortable for you to consider, especially if you’ve invested a lot of time into acquiring large quantities of potential leads. If you’re not properly qualifying those leads, your sales team is wasting...
by Robert Pryor | Dec 23, 2015 | Lean Selling, Lean Thinking
Many sales require several touch points before your Buyer makes a decision. When it comes to important purchases, when companies are investing in new products or services to improve their offerings, the sales process can take a long time. There are few ways to speed...
by Robert Pryor | Dec 17, 2015 | Lean Selling, Lean Thinking
The normal response for every sales manager is that when sales teams aren’t hitting their quotas, they need to start making calls and getting more leads. More leads, more leads—always more leads. There’s a better way. You don’t need to get more leads—you need more...
by Robert Pryor | Dec 10, 2015 | Lean Selling, Lean Thinking, Sales Training
Continuous improvement is behind one of the most attractive parts about a Lean Selling system—the consistent increase in results from your sales team. Structured and precise continuous improvement in sales, though? This sounds like a doable goal when it comes to...
by Robert Pryor | Dec 2, 2015 | Lean Selling, Lean Thinking, Sales Training
Lean Selling Case Study: Differentiate Your Sales Team from the Competition Applying Lean Selling to your sales team may sound like an idealistic way to view the realities of a sales process. If so, you may find you or your managers are dismissing the very real gains...
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...
