A Brief History of Lean Methodology in Sales
Among manufacturers, the concept of Lean is well established and practically universal in its application. Along with Six Sigma and Just In Time (JIT), these approaches have transformed the manufacturing world so profoundly that it’s no longer possible to compete in manufacturing without some version of these practices in place.
Podcast: Identifying an ideal customer profile with Bryan Whittington
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Bryan Whittington, Founder of EBS Growth to talk about trigger events and project management in sales.
How Much Does it Cost for Your Sales System to NOT be Sustainable?
I often talk about the importance of developing a sales system that is consistent, scalable, and continually improved.
But I haven’t really addressed the question of what happens when it’s NOT sustainable. The cost of not being sustainable is high, and, unfortunately, the vast majority of sales systems are not.
Podcast: Building Processes with Ian Richardson
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Ian Richardson, Managing Partner at Richardson and Richardson Consulting.
What Teams in Complex B2B Sales Need to Know About CPQ (Configure, Price, and Quote) Software
Configure, Price, and Quote (CPQ) software can be a critical tool for increasing efficiency on a complex B2B sales team. But, like any software solution, whether it actually improves the effectiveness of your sales team (or not) depends on how it’s used. Here’s what leaders of complex B2B sales need to know about CPQ to make the best of it–and avoid the worst pitfalls.
Podcast: Investing in yourself with Morne Smit
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Morne Smit, certified leverage sales coach and Founder at Emerse.
