Posts Tagged ‘Account-Based Selling’
What Sales can Learn from Lean Manufacturing
Sales can learn a lot from other industries and principles. It turns out that improving sales productivity is very much like a six sigma, lean manufacturing process. In Six Sigma there is a framework called DMAIC that is very applicable in sales as well. Here’s what the acronym stands for: D – Define: First define…
Read MoreWhat’s All This Talk About Account-Based Sales?
There is a lot of buzz in sales around this idea of account-based sales. I’m not sure most people know what that means or what that is. The funny thing is, account-based sales isn’t new it’s old. Most people know it as value selling which is something that most tenured sales people have done for…
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