The largest waste or opportunity in most commercial and industrial organizations is the lost gross margin that results from lost sales, sub-optimal pricing, excessive costs, and unnecessary costs in the sales and marketing processes.
Some of the most important processes in need of improvement include the process of selecting target markets, identifying prospects, connecting with those prospects, identifying needs, presenting the right solutions, closing sales, and retaining customers.
All of these can be systematically studied and dramatically improved.
We developed Chasing The Waste Out Of Sales to help every organization create a high performing culture that produces increased sales dollars.
The book explains tools and techniques that will make real differences in your bottom line. It’s the first and only book available to teach those in customer-oriented and management positions how to:
- Collect and analyze key data
- Share the information on a macro level
- Study and improve processes
- Make the changes in your organization that count