Are you looking for read ebook online? Search for your book and save it on your Kindle device, PC, phones or tablets. Download Lean Selling PDF full book. Access full book title Lean Selling by Robert J. Pryor. Download full books in PDF and EPUB format.
Author: Robert J. Pryor Publisher: AuthorHouse ISBN: 1496955528 Category : Business & Economics Languages : en Pages : 220
Book Description
Excerpts of Advance Praise for Lean Selling “Lean Selling is the most important sales management book of the last 25 years. It shows us why 90% of today’s sales processes are broken. This book will change forever the way you sell and manage.” Al Davidson President, Strategic Sales & Marketing, Inc. “Most sales leaders struggle to get their entire sales team to perform at the level of their ‘A-Players.’ Too many sales books focus on trying to change a salesperson’s behavior to achieve this. Robert Pryor’s book focuses on defining a sales process to yield consistent sales results for your company’s product or solution. Lean Selling provides the tools you require to define then refine your sales process as market and competitive conditions change. The end result is achieving both predictable sales and customer satisfaction.” Craig Jack Former Managing Client Partner, Verizon Enterprise Solutions Former Managing Director, KPMG Consulting “Robert Pryor has written a book on a subject already covered by tons of books over the years but managed to give it a twist that makes it very engaging and relevant. The book is well written, insightful, and timely; the emergence of internet commerce has had a profound impact on the sales profession as we know it.” Ake Persson Retired CEO, Ericsson Wireless Communications, Inc. “Lean Selling, by Robert Pryor, really woke me up to how complacent some of us are about our sales processes, and how that complacency connects directly to those sub-optimal results. It’s a ‘must read.’ ” J. Jeffrey Campbell Brinker Executive in Residence and Director, Master of Science Program, San Diego State University School of Hospitality & Tourism Former Chairman and CEO, Burger King Corporation “Lean Selling? I love it. I’ve been using lean principles with my inside sales organization for a year now to improve customer fit and the buyer experience. The result has been astronomical growth in sales for my company. Kevin Gaither Vice president of Inside Sales, ZipRecruiter, Inc. President, Los Angeles Chapter of the American Association of Inside Sales Professionals Complete quotations start on page 1 of this book.
Author: Robert J. Pryor Publisher: AuthorHouse ISBN: 1496955528 Category : Business & Economics Languages : en Pages : 220
Book Description
Excerpts of Advance Praise for Lean Selling “Lean Selling is the most important sales management book of the last 25 years. It shows us why 90% of today’s sales processes are broken. This book will change forever the way you sell and manage.” Al Davidson President, Strategic Sales & Marketing, Inc. “Most sales leaders struggle to get their entire sales team to perform at the level of their ‘A-Players.’ Too many sales books focus on trying to change a salesperson’s behavior to achieve this. Robert Pryor’s book focuses on defining a sales process to yield consistent sales results for your company’s product or solution. Lean Selling provides the tools you require to define then refine your sales process as market and competitive conditions change. The end result is achieving both predictable sales and customer satisfaction.” Craig Jack Former Managing Client Partner, Verizon Enterprise Solutions Former Managing Director, KPMG Consulting “Robert Pryor has written a book on a subject already covered by tons of books over the years but managed to give it a twist that makes it very engaging and relevant. The book is well written, insightful, and timely; the emergence of internet commerce has had a profound impact on the sales profession as we know it.” Ake Persson Retired CEO, Ericsson Wireless Communications, Inc. “Lean Selling, by Robert Pryor, really woke me up to how complacent some of us are about our sales processes, and how that complacency connects directly to those sub-optimal results. It’s a ‘must read.’ ” J. Jeffrey Campbell Brinker Executive in Residence and Director, Master of Science Program, San Diego State University School of Hospitality & Tourism Former Chairman and CEO, Burger King Corporation “Lean Selling? I love it. I’ve been using lean principles with my inside sales organization for a year now to improve customer fit and the buyer experience. The result has been astronomical growth in sales for my company. Kevin Gaither Vice president of Inside Sales, ZipRecruiter, Inc. President, Los Angeles Chapter of the American Association of Inside Sales Professionals Complete quotations start on page 1 of this book.
Author: Sean Gillespie Publisher: CRC Press ISBN: 1482253151 Category : Business & Economics Languages : en Pages : 196
Book 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
Author: Sheryl Sandberg Publisher: Knopf ISBN: 0385349955 Category : Biography & Autobiography Languages : en Pages : 241
Book Description
#1 INTERNATIONAL BESTSELLER • “A landmark manifesto" (The New York Times) that's a revelatory, inspiring call to action and a blueprint for individual growth that will empower women around the world to achieve their full potential. In her famed TED talk, Sheryl Sandberg described how women unintentionally hold themselves back in their careers. Her talk, which has been viewed more than eleven million times, encouraged women to “sit at the table,” seek challenges, take risks, and pursue their goals with gusto. Lean In continues that conversation, combining personal anecdotes, hard data, and compelling research to change the conversation from what women can’t do to what they can. Sandberg, COO of Meta (previously called Facebook) from 2008-2022, provides practical advice on negotiation techniques, mentorship, and building a satisfying career. She describes specific steps women can take to combine professional achievement with personal fulfillment, and demonstrates how men can benefit by supporting women both in the workplace and at home.
Author: Larry Port Publisher: American Bar Association ISBN: 9781641051385 Category : Business & Economics Languages : en Pages : 0
Book Description
"[This book] is the first book published by the ABA to employ the graphic novel to teach business lessons. Follow the engaging story of lawyer Carson Wright, who suddenll finds himself responsible for saving a small law firm, as his mentor Guy Chapman imparts the lean techniques that transformed his factory from the brink of bankruptcy to new heights of profitability."--Back cover.
Author: IntroBooks Publisher: IntroBooks ISBN: 1523421886 Category : Business & Economics Languages : en Pages : 28
Book Description
Your entire business is lean. Does that entire include the sales department? No? Well, you need to gear up and bring lean methodology to your sales team soon in order to make your business more prosperous. Many industrialists believe that sales team does not require lean principles, but if your whole firm is working together under one mantra, why keep the sales one deprived of it? This book comprises of total five chapters which guides you step by step about lean sales. This is very much suitable for industrialists who are left with the only sales team to go lean. This book isn't too lengthy or hard to comprehend. In fact, it is a comprehensive series, which is not only short but very easy to understand too. It discusses the following topics listed in bullet form: The selling crisis The basics What is lean selling How come a sale is different from other lean departments? How to make Lean Six Sigma works in sales? Example from real life Different projects Top ten secrets of lean sales The need of “lean thinking” in sales department Read out the details of these topics and at the end, you will yourself realize that you have learned enough to implement lean ideology to your sales department. This is a complete guide which provides you with sufficient context to make you knowledgeable about lean sales. Read on and you won’t regret! *************************** IntroBooks delivers up to the minute information covering everything on a topic in only one hour of reading. This book is written to give essential information in a straight-to-the-point, easy to read format. We have cut out technical jargon, waffle and unnecessary filler to ensure you get the essential information you need to achieve your goals with confidence.
Author: Ben Hartman Publisher: Chelsea Green Publishing ISBN: 1603585923 Category : Business & Economics Languages : en Pages : 258
Book Description
A practical, systems-based approach for a more sustainable farming operation To many people today, using the words "factory" and "farm" in the same sentence is nothing short of sacrilege. In many cases, though, the same sound business practices apply whether you are producing cars or carrots. Author Ben Hartman and other young farmers are increasingly finding that incorporating the best new ideas from business into their farming can drastically cut their wastes and increase their profits, making their farms more environmentally and economically sustainable. By explaining the lean system for identifying and eliminating waste and introducing efficiency in every aspect of the farm operation, The Lean Farm makes the case that small-scale farming can be an attractive career option for young people who are interested in growing food for their community. Working smarter, not harder, also prevents the kind of burnout that start-up farmers often encounter in the face of long, hard, backbreaking labor. Lean principles grew out of the Japanese automotive industry, but they are now being followed on progressive farms around the world. Using examples from his own family's one-acre community-supported farm in Indiana, Hartman clearly instructs other small farmers in how to incorporate lean practices in each step of their production chain, from starting a farm and harvesting crops to training employees and selling goods. While the intended audience for this book is small-scale farmers who are part of the growing local food movement, Hartman's prescriptions for high-value, low-cost production apply to farms and businesses of almost any size or scale that hope to harness the power of lean in their production processes.
Author: Étienne Garbugli Publisher: Étienne Garbugli ISBN: 1778074006 Category : Business & Economics Languages : en Pages : 225
Book Description
Get from Idea to Product/Market Fit in B2B. The world has changed. Nowadays, there are more companies building B2B products than there’s ever been. Products are entering organizations top-down, middle-out, and bottom-up. Teams and managers control their budgets. Buyers have become savvier and more impatient. The case for the value of new innovations no longer needs to be made. Technology products get hired, and fired faster than ever before. The challenges have moved from building and validating products to gaining adoption in increasingly crowded and fragmented markets. This, requires a new playbook. The second edition of Lean B2B is the result of years of research into B2B entrepreneurship. It builds off the unique Lean B2B Methodology, which has already helped thousands of entrepreneurs and innovators around the world build successful businesses. In this new edition, you’ll learn: - Why companies seek out new products, and why they agree to buy from unproven vendors like startups - How to find early adopters, establish your credibility, and convince business stakeholders to work with you - What type of opportunities can increase the likelihood of building a product that finds adoption in businesses - How to learn from stakeholders, identify a great opportunity, and create a compelling value proposition - How to get initial validation, create a minimum viable product, and iterate until you're able to find product/market fit This second edition of Lean B2B will show you how to build the products that businesses need, want, buy, and adopt.
Author: Ben Hartman Publisher: Chelsea Green Publishing ISBN: 1603586997 Category : Gardening Languages : en Pages : 274
Book Description
At Clay Bottom Farm, author Ben Hartman and staff practice kaizen, or continuous improvement, cutting out more waste--of time, labor, space, money, and more--every year and aligning their organic production more tightly with customer demand. Applied alongside other lean principles originally developed by the Japanese auto industry, the end result has been increased profits and less work. In this field-guide companion to his award-winning first book, The Lean Farm, Hartman shows market vegetable growers in even more detail how Clay Bottom Farm implements lean thinking in every area of their work, including using kanbans, or replacement signals, to maximize land use; germination chambers to reduce defect waste; and right-sized machinery to save money and labor and increase efficiency. From finding land and assessing infrastructure needs to selling perfect produce at the farmers market, The Lean Farm Guide to Growing Vegetables digs deeper into specific, tested methods for waste-free farming that not only help farmers become more successful but make the work more enjoyable. These methods include: Using Japanese paper pot transplanters Building your own germinating chambers Leaning up your greenhouse Making and applying simple composts Using lean techniques for pest and weed control Creating Heijunka, or load-leveling calendars for efficient planning Farming is not static, and improvement requires constant change. The Lean Farm Guide to Growing Vegetables offers strategies for farmers to stay flexible and profitable even in the face of changing weather and markets. Much more than a simple exercise in cost-cutting, lean farming is about growing better, not cheaper, food--the food your customers want.
Author: Allen C. Ward Publisher: Lean Enterprise Institute ISBN: 1934109444 Category : Languages : en Pages : 509
Book Description
"The P-51 Mustang—perhaps the finest piston engine fighter ever built—was designed and put into flight in just a few months. Specifications were finalized on March 15, 1940; the airfoil prototype was complete on September 9; and the aircraft made its maiden flight on October 26. Now that is a lean development process!" —Allen Ward and Durward Sobek, commenting on the development of the P-51 Mustang and its exemplary use of trade-off curves. Shingo Research and Professional Publication Award recipient, 2008 Despite attempts to interpret and apply lean product development techniques, companies still struggle with design quality problems, long lead times, and high development costs. To be successful, lean product development must go beyond techniques, technologies, conventional concurrent engineering methods, standardized engineering work, and heavyweight project managers. Allen Ward showed the way. In a truly groundbreaking first edition of Lean Product and Process Development, Ward delivered -- with passion and penetrating insights that cannot be found elsewhere -- a comprehensive view of lean principles for developing and sustaining product and process development. In the second edition, Durward Sobek, professor of Mechanical and Industrial Engineering at Montana State University—and one of Ward’s premier students—edits and reorganizes the original text to make it more accessible and actionable. This new edition builds on the first one by: Adding five in-depth and inspiring case studies. Including insightful new examples and illustrations. Updating concepts and tools based on recent developments in product development. Expanding the discussion around the critical concept of set-based concurrent engineering. Adding a more detailed table of contents and an index to make the book more accessible and user-friendly. The True Purpose of Product Development Ward’s core thesis is that the very aim of the product development process is to create profitable operational value streams, and that the key to doing so predictably, efficiently, and effectively is to create useable knowledge. Creating useable knowledge requires learning, so Ward also creates a basic learning model for development. But Ward not only describes the technical tools needed to make lean product and process development actually work. He also delineates the management system, management behaviors, and mental models needed. In this breakthrough text, Ward: Asks fundamental questions about the purpose and “value added” in product development so you gain a crystal clear understanding of essential issues. Shows you how to find the most common forms of “knowledge waste” that plagues product development. Identifies four “cornerstones” of lean product development gleaned from the practices of successful companies like Toyota and its partners, and explains how they differ from conventional practices. Gives you specific, practical recommendations for establishing your own lean development processes. Melds observations of effective teamwork from his military background, engineering fundamentals from his education and personal experience, design methodology from his research, and theories about management and learning from his study of history and experiences with customers. Changes your thinking forever about product development.
Author: Art Byrne Publisher: McGraw Hill Professional ISBN: 0071800689 Category : Business & Economics Languages : en Pages : 224
Book Description
THE C-LEVEL GUIDE TO SUCCEEDING WITH LEAN "With 30 years of accumulated experience, Art Byrne is one of the rare few people who can speak with authority about the pitfalls of fi nancial measurement systems, the importance of respect for people, the power of Lean in the marketplace, and the leverage from organizing people around value streams. When he writes 'Go to the Gemba and Run Your Kaizen,' we must take heed." -- MASAAKI IMAI, bestselling author of Kaizen and Gemba Kaizen "In this wonderful and important book, Byrne shows us that Lean management, understood and practiced correctly, consistently delivers spectacular results." -- BOB EMILIANI, author, Better Thinking, Better Results, and Professor, Connecticut State University "A compelling picture of how Lean techniques and attitudes enable CEOs and senior executives to create a culture for transforming a company and putting it on a highperformance path." -- JERRY J. JASINOWSKI, former President of the National Association of Manufacturers "Art Byrne provides real-world examples of how he exhibited the wisdom and courage to do the right thing, improving work practices at all levels of the organization to deliver the right results for all stakeholders. Which comes first, the wisdom or the courage? Read The Lean Turnaround to find out." -- JOHN SHOOK, Chairman and CEO, Lean Enterprise Institute "Lean is the closest thing to magic I have experienced in my 40 years in business. I recommend Lean and this book to everyone responsible for the performance of a business, particularly those in private equity like me, where leverage magnifies the importance of cash." -- JOHN CHILDS, founder and CEO, of J. W. Childs Associates L.P. "A must-read for any leader interested in understanding the strategic advantages from focusing on activities that add value to the customer experience." -- GARY S. KAPLAN, MD, Chairman and CEO of the Virginia Mason Health System Lean isn't just for manufacturing anymore . . . Few business leaders in the world have applied Lean strategy as successfully as Art Byrne has--and none has the ability to explain how to do it with such succinctness and clarity. Famous for turning around the wire management company Wiremold, where he rethought every aspect of operations from the customer's standpoint--and got everyone else in the company to do likewise--Byrne has successfully implemented Lean strategies in more than 30 companies in 14 different countries. In The Lean Turnaround, this legendary business leader shares everything he has learned during his remarkable career and shows how anyone can achieve similar results. His primary message is this: Lean strategy isn't just for manufacturing. In fact, Byrne is using this very approach in his present position at a private equity firm. Whatever type of company you run, Lean can be used to improve virtually every aspect of operations, from training and leading employees to accounting and payroll issues. The Lean Turnaround explains all the ins and outs of applying Lean strategy to: Eliminate waste in every value-added operation Deliver consistent value to customers Stimulate growth and add jobs Increase wealth for all your stakeholders Build a company culture of continuous improvement (kaizen) Instead of attempting to get customers to conform to your way of doing things--which is, sadly, what most managers are taught to do--you need to configure your company to be responsive to the customers. This is at the core of Byrne's method--and it always works.
Author: Robert J. Pryor
Author: Robert J. Pryor
Author: Sean Gillespie
Author: Sheryl Sandberg
Author: Larry Port
Author: IntroBooks
Author: Ben Hartman
Author: Étienne Garbugli
Author: Ben Hartman
Author: Allen C. Ward
Author: Art Byrne