Bruce Hamilton | Playing As a Team
Sometimes there is an easy solution to a problem. But that doesn’t mean we get to it easily, until we ask the right question.
Sales Process Excellence Podcast
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About
Stories about B2B executives continuously improving sales results through the principles of reason, systems thinking, and respect for people (also known as operational excellence, including Lean, Six Sigma, Shingo Institute, and similar methods).
Ardath Albee | The Gap in the Middle
Sellers are focused at the end of the buying process most of the time. Marketers create most of their content for the beginning. What about the pros...
Drew Locher | It Takes Energy From Leaders
Drew Locher brings several different perspectives to helping organizations improve. He began his career in engineering. He was introduced to quality...
Oscar Trimboli | The Cost of Not Listening
Most people think they are pretty good at listening. Hey, we’re in sales (or management), we listen to customers and co-workers all the time. Oscar ...
Brian Carroll | Connecting to What The Customer Cares About
Respect For People is one of the important themes in working toward Sales Process Excellence. Often, we think of it in terms of employees, but it als...
Cliff Ransom | A Wise Individual, Who is Still Learning from Others
Today’s guest is Cliff Ransom. Cliff holds a unique position between the investment community, corporate management and the lean community. He has spe...
Bill Bentley | Finding the Tipping Point
The past few episodes have talked a lot about the importance of mindsets in engaging employees and aligning with customers. Today we are going deeper ...
Tripp Babbitt | The Deming Philosophy is a Way of Learning
The core of Dr. Deming’s teaching is to continually update and innovate the way we think about work, products and management. For it to happen effect...
Bud Hyler | Aligning Sales and Marketing Through Feedback
The purpose of marketing goes beyond creating awareness and stimulating interest. It is also to serve the needs of sales channels and individual sales...
Bob Lambert | Helping Customers Through the Buying Process
What does it takes for a salesperson to be excellent in the eyes of a buyer? And how does it tie back to what research and experience shows about how ...