Banish the Waste from Sales and Marketing: Think Different!
One of the most valuable questions I ask sales and marketing teams is,
“What kinds of things clearly add no value to your sales and marketing operations?”
People react strongly. They give me examples like:
- Time spent nursing product quality problems
- Time spent on administration, reporting, and menial tasks (leaving little time for customers)
- Trade shows that generate boxes of “leads” not worth calling on
- Marketing literature that no one reads
- Wasting time with the wrong prospects
What is surprising is that these Read more
Project Charters: A Key to Making Sales and Marketing Improvements Easier Than You Thought Possible
The thinking and planning tools offered by methodologies such as Six Sigma can be quite helpful to sales and marketing organizations, whether or not they have a company-wide process improvement initiative in place. The Project Charter is a great example of one such tool. Once people agree Read more
