Applying Sales Process Engineering, Case Studies

Revolutionizing Industrial Sales: Orbitform’s Hybrid SPE Model Spurs 30-40% Revenue Growth

Orbitform is one of the silent revolutionaries profiled in The Machine. If you turn to page 101, you’ll find the story of Madison—an organization that found it necessary to create their own hybrid SPE model. Officially, Madison’s story is an amalgam of three organizations’ experiences but, unofficially—between just you and me, dear reader—Madison is 95% Orbitform! […]

Applying Sales Process Engineering, Measures and General Management, The Machine (book)

The Machine > Part 2 > Chapter 11: Managing the sales function

When executives are first introduced to Sales Process Engineering, they naturally assume that this new approach to sales will be tough on salespeople. But, interestingly, it tends not to be.  Salespeople adapt quickly. They enjoy working in an environment that’s custom-engineered to multiply their productivity. The individual who really suffers as a result of this […]

Applying Sales Process Engineering, Measures and General Management, The Machine (book)

The Machine > Part 2 > Chapter 10: Technology (why CRM sucks!)

Most managers are excited by technology. Technology enables us to get more done, faster. And technology is practical. Concrete. It’s not about ideas; it’s about execution. This is certainly true in sales environments. It’s almost impossible to propose any initiative without prompting the question: is there software for that? In sales environments, the answer to […]