Lean for sales
Subtitle: bringing the science of lean to the art of selling
By: Seán Gillespie, Michael V. Testani, Sr., Sreekanth Ramakrishnan, PhD
Contributors: Testani, Michael V., Sr., author; Ramakrishnan, Sreekanth, author
Published: 2016
Language: eng
Number of pages: 175
ISBN-13: 9781482253146
Subjects: Selling; Sales promotion; Quality assurance
Notes: Includes bibliographical references and index.
Table of contents: title: Traditional sales versus lean selling; title: What is value? : lean selling principles; title: The lean sales "funnel" framework explained; title: Combining the art of selling with the science of lean : getting started; title: Client capability study and identifying the eight deadly forms of lean waste; title: Getting to the root cause of a client's problem and proposing the "to-be" process; title: The cascade effect and lean selling balanced scorecard; title: How to build a time to value proposition; title: Bringing it all together with the lean selling storyboard; title: Conclusion  and a call to action.