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    Ultra Lean Sales: The revolution of business growth
    Ultra Lean Sales: The revolution of business growth
    Ultra Lean Sales: The revolution of business growth
    Ebook91 pages43 minutes

    Ultra Lean Sales: The revolution of business growth

    By Antti Leijala

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    About this ebook

    Whether you are a small-town entrepreneur or a large international organisation, Ultra Lean Sales offers a new way of sales for all companies.

    Ultra Lean Sales offers a solution for three discontinuities which happen at the same time:
    1) the buying behaviours of customers are changing fast,
    2) the analytic tools are developing and becoming one with artificial intelligence, and
    3) Lean methods are also used in the improvement of sales processes, in addition to production and service processes.

    The only certain thing is the speed of change!

    In the center of everything is continuous learning and credible analyzing of root causes. How can we learn from won/lost offers and mistakes made in previous offers and utilize the analyzed information we have in order to improve the offer win rate?

    In short, Ultra Lean Sales answers the following questions:
    1) How do I win an offer?
    2) How do I learn from offers that were lost?
    3) How do I eliminate my weaknesses?
    4) How do I stand out from my competitors?

    In order for you to make a winning offer, you need to learn from other similar offers - in real-time. This is possible with Lean sales by utilizing the specialised Ultra Lean Sales dashboard.

    In addition to independent reading, this book is also used as learning material in Ultra Lean Sales training courses. More information about the training and e-learning opportunities can be found at: www.ultraleanbusiness.com.

    "If we adopt a discipline and provide accurate information, Ultra Lean Sales will have substantial impact (A Harvard Case)" comments Vatche Beujekian, customer team head, Nokia.
    LanguageEnglish
    PublisherBooks on Demand
    Release dateOct 17, 2019
    ISBN9789528030256
    Ultra Lean Sales: The revolution of business growth
    Author

    Antti Leijala

    Antti Leijala, UltraLeanSales-mallin kehittäjä, on tunnettu kouluttaja, konsultti, kirjailija ja tutkija. Hänellä on yli 20 vuoden kokemus maailmanlaajuisesta liiketoiminnasta ja hän on henkilökohtaisesti auttanut yli 250 Suomalaista yritystä, yli 200 toimialalla, parantamaan liiketoiminta- ja myyntisuorituskykyään. Hänen intohimonsa on auttaa B2B-yrityksiä parantamaan myyntiprosessin tehokkuutta, erityisesti voittosuhteen mittarilla. Lue lisää Antin taustasta hänen LinkedIn-profiilista (https://www.linkedin.com/in/anttileijala/) ja lähetä kutsupyyntö aloittaaksesi henkilökohtaisen keskustelun.

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      Book preview

      Ultra Lean Sales - Antti Leijala

      Towards the revolution of business growth

      Whether you are a small-town entrepreneur or a large international organisation, Lean sales offers a new way of sales for all companies.

      Lean sales offers a solution for three discontinuities which happen at the same time:

      the buying behaviours of customers are changing fast,

      the analytic tools are developing and becoming one with artificial intelligence, and

      Lean methods are also used in the improvement of sales processes, in addition to production and service processes.

      In the center of everything is continuous learning and credible analyzing of root causes. How can we learn from won/lost offers and mistakes made in previous offers and utilize the analyzed information we have in order to improve the offer win rate?

      In short, lean sales answers the following questions:

      How do I win an offer?

      How do I learn from offers that were lost?

      How do I eliminate my weaknesses?

      How do I stand out from my competitors?

      In order for you to make a winning offer, you need to learn from other similar offers – in real-time. This is possible with Lean sales by utilizing the specialised Lean sales dashboard.

      In addition to independent reading, this book is also used as learning material in Lean sales training courses. More information about the training and e-learning opportunities can be found at: www.ultraleanbusiness.com.

      In Vihti, Finland 03.10.2019,

      Antti Leijala

      Antti built, lead and managed the utilization and implementation of Nokia’s worldwide Lean sales training in the years 2015-2018. He lead 30+ trainees, who focused on the use of Lean (Six Sigma) in the sales environment, and worked as a change agent in both the sales and quality organisation. He lead Nokia’s Lean sales project that aimed to improve the win rate of offers by utilizing the root cause analysis of won and lost offers and mass data analytics. I can warmly recommend Antti and his training.

      Hannu Järvelin, Nokia

      Table of contents

      Towards the revolution of business growth

      Making competitiveness measurable

      The aim of the book and the training

      Digitalised entity

      What Lean sales is – background and future

      The definition of Lean sales

      Lean sales ≠ production Lean

      Phase 1: Define

      Phase 2: Measure

      Phase 3a: Analyse competitiveness

      Phase 3b: Analyse the root causes

      Phase 4: Improve

      Phase 5: Control and optimise

      Phase 6: Real-time and continuous learning

      The potential of Lean sales

      Conclusion

      About the author

      Making competitiveness measurable

      All companies want to improve their competitiveness, but there is no one single way to measure competitiveness. Often, competitiveness is falsely equated with cost-effectiveness, which is only a small part of the bigger picture. As I demonstrate in this book, the price of a product or a service is only one of the competitiveness factors. Even more important than cutting the costs is to learn to justify a higher price.

      The win rate of offers is an ideal measure for competitiveness, and Lean sales sees the win rate as a major factor. In addition to measuring the effectiveness of a sales process, the Lean sales dashboard allows a wider use of the win rate to improve competitiveness. The sales team is no longer solely responsible for achieving growth; the product development team, logistics team and the quality organisation can be measured in order to grow the win rate, i.e. competitiveness. Especially in larger organisations, the communication between different departments is often inadequate, and there is a lack of common goals.

      The key question: How do I win an offer?

      "How do I win an offer that includes

      and , when the

      customer of

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