Lean Sales book introduces end to end sales management method based on application of Lean thinking in sales and marketing. Lean Sales book also shared 20 case studies of B2B companies that have applied Lean in sales, marketing and customer facing processes. Lastly, Lean Sales shares 5 stories by senior executives themselves explaining how to create winning sales culture in international organisations. Lean Sales approach is proven and tested approach for improving sales effectiveness and sales performance. Lean Sales is about creating more results with less selling. Lean Sales book is available on Amazon.com

1. THE LEAN FUNNEL™
STRATEGY IMPLEMENTATION IN SALES
Siloed functions, no alignment
Lack of customer focus and insight
Lack of analytical approach
What’s wrong with sales?
1
The result:
Sales function is like a slot machine
Apply lean principles in sales
Cut out the waste in the sales process
Manage process
Make clear and analytical go / no go –decision early in the sales process
Manage inputs
Align with customer journey
Align marketing and sales processes
Manage organisation
Track & forecast individual cases and steer sales force
+ 10 %
+ 400 %
Lean Sales frame provides the consistency for lean funnel development
Increase in average case size
+ 100 %
Increase in sales meeting amount
+ 20 %
Improvement in proposal hit rate
Increase in NPS
GREATER RESULTS WITH FEWER RESOURCES
What to do?
2
How to do it?
3
What are the results?
4