I’ve noticed an interesting trend. I’m seeing organizations starting to celebrate the fact that they’re implementing SPE—inside the organization, and even outside! I’m thinking, maybe the popularity of The Machine is empowering executives to be a little bolder. Or maybe we’re just doing a better job of selling the end-state. Either way, it’s a nice trend. […]
An introduction to unit economics (and to a drunk and his car keys) This business is growing at a predictable 20% per year, but you can’t see that from the chart of top-line revenues below. You can’t see this growth if you look at a profit-and-loss report or a cashflow analysis either. Consequently, the board […]
Sales meetings, properly run, have a tremendous impact on sales performance. But most sales managers are reluctant to run them and, when they do, they run them in precisely the wrong fashion because of a fundamental misunderstanding of the concept of motivation. Why run a sales meeting? We should touch on why before we get […]
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 […]
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 […]
This is the title of a Harvard Business Review article that has caused a bit of a stir in sales circles. The authors divide (B2B) salespeople into five groups and argue that, of the five profiles, one significantly out-performs the others – and that one under-performs, to a similar degree. Here are the five profiles […]
I have a tip for you for the holiday period that’s such an awesome tip it almost qualifies as a Christmas present. Trust me: you’ll be so glad I blogged about this. A one-hour interview with a founder, every day of every work week: totally free! Every day of the (work) week, I listen-in on […]
I have a few long-term clients who I love dearly but who are painfully difficult to work with! The problem is that they are creative entrepreneurs, brilliant at starting businesses – and launching new initiatives within existing ones – but challenged when it comes to building sustainable and scalable machines. Because our expertise is the […]
His full name was Dr Eliyahu Goldratt but the world knew him as Eli. He burst onto the world stage when his first book (The Goal) became a runaway best seller. The Goal went on to become one of the most-read business books of all time and Eli established himself as one of a small […]
