Lean for Sales: Bringing the Science of Lean to the Art of Selling, 1st Edition (e-Book) book cover

Lean for Sales

Bringing the Science of Lean to the Art of Selling, 1st Edition

By Sean Gillespie, Michael V. Testani Sr., Sreekanth Ramakrishnan

Productivity Press

200 pages

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Hardback: 9781482253146
pub: 2016-02-25
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pub: 2016-02-25
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Description

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 sa

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.

About the Authors

Sean Gillespie is a leading authority on value creation and value delivery in sales engagements, through the use of Lean and Agile tools and techniques. He has enjoyed a 25+ year professional sales career working for 4 of the top 20 software companies, in various senior sales and management roles. From his very first role in sales selling personal computers Sean?s focus has been based on developing strategic relationships with customers that enable tangible customer results. Today Sean works for IBM as a client value leader in IBM systems/software division. Additionally Sean advises the sales management teams on sales progression, success measurement, and sales skills and engagement enhancement.

Michael V. Testani, Sr is a senior business transformation consultant for the IBM Corporation, where he leads operational and culture transformation initiatives across the global IBM enterprise. One of Testani?s primary areas of expertise is helping businesses make a successful Lean transformation, where he has successfully guided many organizations on their Lean journey. Over the last several years, he has been helping to enable Lean and Agile transformation initiatives within the IBM sales organization.

Over his career, Testani has held several corporate leadership positions outside of IBM including, vice president of engineering, plant general manager, director of manufacturing and product manager. He also served as the president and general manager of his own independent consulting company, where he has enabled several clients around the world to adopt Lean principles and practices. He is a certified Lean Six Sigma Black Belt, Lean Master, and Agile consultant.

Sreekanth Ramakrishnan, PhD, is a data scientist with IBM Corporate Learning, based in Cambridge, Massachusetts. In this role, he has global responsibilities for facilitating transformation across IBM Corporation usin

Subject Categories

BISAC Subject Codes/Headings:
BUS053000
BUSINESS & ECONOMICS / Quality Control
BUS058000
BUSINESS & ECONOMICS / Sales & Selling
BUS070050
BUSINESS & ECONOMICS / Industries / Manufacturing Industries