Description

Book Synopsis

This groundbreaking book describes the Lean journey as it extends to a business area that is mission critical, yet has been virtually untouched by the Lean transformation. Lean for Sales: Bringing the Science of Lean to the Art of Selling provides sales professionals, and their management teams, with a structured, fact-based approach to boosting sales close rates and delivering improved business value to customers.

The time-tested Lean selling techniques described in this book have been proven to deliver profound results. In fact, it is not uncommon for sales close rates to see a threefold increase over current rates as a result of using the techniques described in this book. After reading the book, you will understand how to integrate the science of Lean with the art of sales to:

  • Create winning sales proposals
  • Use Lean selling storyboards to confirm what is truly valuable to your client and their business
  • Improve sales team

    Table of Contents

    Traditional Sales versus Lean Selling. What Is Value; Lean Selling Principles. The Lean Sales "Funnel" Framework Explained. Client Capability Study and Identifying the Eight Deadly Forms of Lean Waste. Getting to the Root Cause of a Client’s Problem and Proposing the "To-Be" Process. The Cascade Effect and Lean Selling Balanced Scorecard. How to Build a Time to Value Proposition. Bringing It All Together with the Lean Selling Storyboard. Conclusion and a Call to Action.

Lean for Sales

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    £43.69

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    RRP £45.99 – you save £2.30 (5%)

    Order before 4pm today for delivery by Sat 4 Jul 2026.

    A Hardback by Sean Gillespie, Michael V. Testani Sr., Sreekanth Ramakrishnan

    1 in stock

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      Publisher: Apple Academic Press Inc.
      Publication Date: 25/02/2016
      ISBN13: 9781482253146, 978-1482253146
      ISBN10: 1482253143
      Also in:
      Sales and marketing Environmental science, engineering and technology

      Description

      Book Synopsis

      This groundbreaking book describes the Lean journey as it extends to a business area that is mission critical, yet has been virtually untouched by the Lean transformation. Lean for Sales: Bringing the Science of Lean to the Art of Selling provides sales professionals, and their management teams, with a structured, fact-based approach to boosting sales close rates and delivering improved business value to customers.

      The time-tested Lean selling techniques described in this book have been proven to deliver profound results. In fact, it is not uncommon for sales close rates to see a threefold increase over current rates as a result of using the techniques described in this book. After reading the book, you will understand how to integrate the science of Lean with the art of sales to:

      • Create winning sales proposals
      • Use Lean selling storyboards to confirm what is truly valuable to your client and their business
      • Improve sales team

        Table of Contents

        Traditional Sales versus Lean Selling. What Is Value; Lean Selling Principles. The Lean Sales "Funnel" Framework Explained. Client Capability Study and Identifying the Eight Deadly Forms of Lean Waste. Getting to the Root Cause of a Client’s Problem and Proposing the "To-Be" Process. The Cascade Effect and Lean Selling Balanced Scorecard. How to Build a Time to Value Proposition. Bringing It All Together with the Lean Selling Storyboard. Conclusion and a Call to Action.

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