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Lean & Learning Sales

What are the biggest blockers preventing us from learning as fast as we can

© Tweeter Linder 2017 – All rights reserved. Photo by iStock In the new digital business reality, businesses experience a shift in importance.  From being best at knowing to master learning. Putting learning and learning fast front and center among as objectives for teams and team members. But shifting from knowing well to learning well…

August 17, 2017 in Lean & Learning Sales.

The number one sales job is to understand your customers

Tweeter Linder 2017 – All rights reserved. Photo by iStock Great sales professionals master the art of developing customer relationships. Carrying tough sales quota and turning opportunities into sales. But four major market trends have potential to change their number 1 priority. Business opportunities are getting more complex, and harder to understand. A growing share…

March 16, 2017 in Lean & Learning Sales, Marketing.

Measure pursuit progress towards buying journey milestones

© Tweeter Linder 2017 – All rights reserved. Photo by iStock All sales leaders are keen on measuring how opportunities are progression towards closure. This activity is central for predicting sales quarter by quarter. For established businesses we use milestones in the sales process as measuring points for the funnel. But as we move towards…

February 2, 2017 in Lean & Learning Sales.

Break down your old silos with strong internal communities

© Tweeter Linder 2017 – All rights reserved. Photo by iStock. One of the first Digital Transformation obstacles an organization face is how to break down internal silos. Silos built up over years with information separation as a guiding attribute. To lead your team out from a silo environment you need to present something more…

January 30, 2017 in Lean & Learning Sales.

Tailor the message for a diverse decision group is an art

Tweeter Linder 2017 – All rights reserved. Photo by iStock. When the amount of decision makers was small, we could tailor messages for each stakeholder. And address their specific interests. But as the decision groups grows, the effectiveness of the old model decline. It becomes impractical to tailor messages for a larger group. An if…

January 26, 2017 in Lean & Learning Sales, Marketing.

Social sales professionals sell in the both halves of the game

© Tweeter Linder 2017 – All rights reserved. Photo by iStock. The sales and marketing professions change as part of digital transformation. A shift changing both roles, and bringing them closer together. From a sales perspective the shift to recognize is a shift in how customers buy. starting with a job to be done in…

January 23, 2017 in Lean & Learning Sales, Marketing.

Business decisions struggle to keep up with market pace

© Tweeter Linder 2017 – All rights reserved. Photo by iStock Most businesses are facing a reality where market and decision pace is going in opposite directions. Markets are moving faster and faster. Decisions are going slower and slower. A scenario which is not sustainable. And since market pace is not to slowing down, you…

January 16, 2017 in Lean & Learning Sales.

Build marketing material towards customers’ buying processes

© Tweeter Linder 2017 – All rights reserved. Photo by iStock. In the past businesses built their marketing agenda towards objectives in the sales process. An inside out centric approach to how you structure your content. But as customer’s discovery journey now is digital we need to rethink our content structures. Learn more about what…

January 12, 2017 in Lean & Learning Sales, Marketing.

Build successful vendor replacements around on 4 anchor points

© Tweeter Linder 2016. All rights reserved. Photo by iStock To grow market share you often face a reality to grow your share at a competitor’s expense. In a break-in situation a big part of the challenge is to define who to target and how to do it. Taking the decision to switch or swap…

December 5, 2016 in Lean & Learning Sales.

How transform from yearly to quarterly execution goals in 5 quarters

© Tweeter Linder 2016 – All rights reserved. Photo by iStock A vital enabler for digital businesses is to operate towards concrete and near term targets. Software development is today lean and operating with 2 or 4 weeks long sprints. Other parts of the organization are likely operating towards yearly goals. across a spectrum of…

October 6, 2016 in Lean & Learning Sales.

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