gdp's Comments

Sales Process Engineering : Mixergy: Christmas tip (almost a Christmas present)

Fri, 23 Dec 2011 20:50:55 +0000

I know, I was in Aus when it happened ... but I think he's recovering now.

Sales Process Engineering : The Machine > Part 2 > Chapter 8: Converting opportunities into sales

Tue, 13 Dec 2011 22:44:03 +0000

Quite true. However, I see these more as communication tools. �They work well enough if some state changes are implied by the activity descriptions. �They are not like (say) 'circuit diagrams' in this respect.

Even in this simplified form, they still frequently span multiple pages. Most of our clients have them on plotter paper -- sometimes covering entire walls!

Sales Process Engineering : The Machine > Part 2 > Chapter 8: Converting opportunities into sales

Fri, 25 Nov 2011 00:05:05 +0000

I surely will!

Sales Process Engineering : The Machine > Part 2 > Chapter 8: Converting opportunities into sales

Thu, 24 Nov 2011 17:01:03 +0000

Oh, and thank you for noticing the simplicity. �It takes a lot of work to produce workflows that are this simple. �But you don't really understand your environment until you do!

Sales Process Engineering : The Machine > Part 2 > Chapter 8: Converting opportunities into sales

Thu, 24 Nov 2011 16:59:03 +0000

Definitely worth doing: but outside the scope of this book. �I'm already getting curry for making this too cerebral!

Sales Process Engineering : The Machine > Part 2 > Chapter 8: Converting opportunities into sales

Thu, 24 Nov 2011 16:57:03 +0000

I don't understand what you're suggestion here. �Are you suggesting that the customer views the vendor as the vending machine? �That metaphor isn't really relevant to account-acquisition. Justin

Sales Process Engineering : The Machine > Part 2 > Chapter 8: Converting opportunities into sales

Thu, 24 Nov 2011 16:55:03 +0000

Another good suggestion, thank you. �I'll find a way to indicate who's on the other end of each transaction.

Sales Process Engineering : The Machine > Part 2 > Chapter 8: Converting opportunities into sales

Thu, 24 Nov 2011 16:52:04 +0000

Raul

I actually considered that. �I was afraid I might be over-using them ... but you're right ... it makes the concepts less abstract.

I'll add one on the next go-around.

Justin

Sales Process Engineering : The Machine > Part 2 > Chapter 8: Converting opportunities into sales

Thu, 24 Nov 2011 16:49:03 +0000

Giri

You're right. I should probably pull the argument forward. In fact, when the first draft is done, there'll be a few sections I need to rearrange. �That's why these comments are so valuable.

The reason I'm so down on the 'qualification' word is that 90% of the time it's done EXACTLY the same way: contact the prospect and determine if (a) they have the budget, and (b) they are in the process of buying. It's hard to use the term without telegraphing the impression that it's an endorsement of that totally dumb behavior.

If proper qualification is prioritization, I'd rather call it that. �'Qualification' implies a categorical approach: you're in; you're out. The prioritization of prospects (quick and dirty) is exactly what we want.

Thanks for your continuing input. �I owe you a book when this is done.

Justin

Sales Process Engineering : The Machine > Part 2 > Chapter 8: Converting opportunities into sales

Wed, 23 Nov 2011 23:11:03 +0000

I do! Thank you, Raul.

I'll respond to your posts shortly.

Justin

Sales Process Engineering : The Machine > Part 2 > Chapter 8: Converting opportunities into sales

Tue, 22 Nov 2011 17:21:03 +0000

Sure Becky

I'm treating the account as an annuity ... meaning it's won with that first transaction. �If this isn't the case, then we should use the word 'customer' rather than 'account' or 'client'.

Thanks for still reading after all these years!

Sales Process Engineering : The Machine > Part 2 > Chapter 7: Formulating a plan

Sun, 25 Sep 2011 05:05:31 +0000

We do have an affiliate program. Let me know if you'd like more information via the "Contact" tab above. Justin

Sales Process Engineering : Tech company eliminates salespeople: boosts sales

Sat, 24 Sep 2011 05:16:03 +0000

Dave

I use�Applian Skype Recorder�to record the raw audio and video streams and put all together in Vegas Pro.

Sales Process Engineering : The Machine > Part 2 > Chapter 7: Formulating a plan

Sun, 18 Sep 2011 22:43:05 +0000

Hi Raul

Thank you for the compliment. �Yes, I was't sure if BCG pioneered the use of the 2x2 for business analysis or if the term Boston Matrix belonged to a specific application of the tool as you suggest.

I believe there's been a book published recently extolling the benefits of the 2x2 matrix which I intend to read. �As with checklists, the simplicity of the tool belies it's power.

Justin

Sales Process Engineering : The Machine > Part 2 > Chapter 7: Formulating a plan

Thu, 15 Sep 2011 07:07:04 +0000

Well, in practice you often find that, because of the commission plan, those salespeople who have settled into customer-service-type modes of operation are not earning that much anyway.

Sales Process Engineering : The Machine > Part 2 > Chapter 7: Formulating a plan

Thu, 15 Sep 2011 06:14:04 +0000

Santiago

No, not two constraints, just one!

I just mean that if the constraint is somewhere other than sales, then all functions must subordinate to that constrained function.

There is never two constraints.

Where resourcing is concerned, you ask what will happen to the four salespeople who aren't converted into salespeople or project leaders. In some cases, one or two of these might be moved into customer service or inside sales (particularly if they are operating in one of these modes already). In some cases, salespeople will be laid off.

In reality, we preside over lay-off's�less often than it might appear.

What tends to happen in larger salesforces is that attrition is high -- meaning that management can hit the target numbers by simply neglecting to replace salespeople. �Often times, management has unfilled seats when we build the strategy -- which means that savings are realized without having to actually reduce headcount (which is a nice bonus).

Justin

Sales Process Engineering : The Machine > Part 2 > Chapter 7: Formulating a plan

Tue, 13 Sep 2011 19:19:56 +0000

Hi Giri Thank you for your continuing interest in this project. I've fixed the resourcing table. Sorry about that. Typically, sales managers are not good project leaders (where the 'project' is the transition). They are too much a part of the process being transformed -- and are often the toughest skeptics. We have more problems with sales managers than we do with salespeople! Teaching the sales manager to manage in the new environment -- and to maintain the environment -- has to be treated as part of the transitioning project.

Sales Process Engineering : The Machine > Part 1 > Chapter 4: The machine within the machine

Thu, 28 Jul 2011 19:28:04 +0000

Thank you Giri!

Sales Process Engineering : Ballistix backs away from projects: embraces services

Wed, 27 Jul 2011 04:16:03 +0000

Thank you, Frank!

Sales Process Engineering : In memory of Eli Goldratt

Thu, 16 Jun 2011 00:57:39 +0000

Brian So nice to see you're still following along after all these years! Justin