When we work with those manufacturers that sell via resellers of various types, we often encounter an instance of the Drunkard’s Search problem within the sales department. This article describes the problem, as well as a solution we devised around 15 years ago—but abandoned because we believed it was too complex to be practical. Our […]| Sales Process Engineering
I’m not joking. The following is precisely how most executives within industrial organizations conceptualize revenue. Q. Where does revenue come from? A. From salespeople. Q. How do salespeople generate revenue? A. Um. From relationships. This conception of revenue is not even vaguely correct. And, unfortunately, this fundamental misunderstanding of the nature of revenue leads to […]| Sales Process Engineering
If your business is any more complex than a lemonade stand, it's likely that you do not need (and should not have) a unified, organization-wide workflow. But what you should have are unified inboxes within each department.| Sales Process Engineering