Applying Lean Principles to Sales and Marketing

When many people think of Lean Methodology they think of manufacturing. But as sales expert Dave Brock explains in this video, lean principles can be applied to sales and marketing efforts, as well — to productive and profitable results.

 

Lean is something that sales and marketing has really failed to understand and exploit, Brock argues. Traditionally, they think it applies to manufacturing, reducing waste and cost. That’s a mistake, because what it’s really about is maximizing effectiveness in creating and delivering value — something that sales and marketing could benefit greatly from.

“If you’re really focused on lean, what you’re focused on doing is [asking], ‘What is the value my customer wants and how do I create and deliver that value most efficiently and most effectively,'” says Brock. “What I see lean doing is really putting a pinpoint focus on our customers and what they value, and really delivering on that and clearing away all the clutter that surrounds it.”

By exploiting lean principles, salespeople can improve their focus on how they communicate and deliver value, making them much more effective and efficient.

 

Dave Brock helps sales and business professionals achieve extraordinary goals through his consulting and services company Partners In EXCELLENCE.