by Dr Lisa | dbr to sales, drum buffer rope sales, Reengineering the Sales Process, sale funnel management, sales funnel management, the cash machine, the goal eliyahu m goldratt, theory of constraints, vistage
We are continuing our series based on The Goal by Eliyahu M Goldratt and the Theory of Constraints. There is probably at least one step in your sales funnel that is more expensive or uses more highly trained personnel. If so, that step can be managed just like a...
by Dr Lisa | define sales process, goldratt, machine shops, mafia offer, poogi, sales funnel management, the goal eliyahu m goldratt, theory of constraints, vistage
We are continuing our series based on The Goal by Eliyahu M Goldratt and the Theory of Constraints. {This series was co-written with Brad Stillahn.} To describe sales as a process, we must define the steps of the process. Of course, these may vary somewhat between...
by Dr Lisa | goldratt, machine shops, mafia offer, poogi, sales funnel management, the goal eliyahu m goldratt, theory of constraints
We are continuing our series based on The Goal by Eliyahu M Goldratt and the Theory of Constraints. Last time, we discussed how having a “Mafia Offer”, an offer so good that (1) your customers can’t refuse it and (2) your competition can’t or won’t match...
