"...a fun, simple, actionable, kick in the back-side book." - Don Rigby, CEO Integrated MARCOM

The Dolphin And The Cow

How To Sell More Faster With Sales Process Engineering

A no-nonsense "how to" book that lays out a methodology for generating an 8-12% annual, incremental increase in effective sales capacity

Read the Preface...

Somehow, a memorable metaphor always seems to help me remember core concepts. For better or for worse, I will assume that most readers of this book will agree.

The “sales” dolphin shown here represents the traditional, first-rate selling professional - graceful, effortlessly quick, a thing of beauty to watch! But, as we all know, the world has changed and the pace of that change continues to accelerate. We are all too familiar with how the “dot.com” boom become a “dot.bomb,” but not before it permanently and profoundly altered the business world.

The industrial sector has been contracting and will continue to shrink as a percentage of GDP. According to a recent study by Alliance Capital Management, factory employment in the U.S. declined 11% from 1995 to 2002. Most of us are just beginning to realize, however, that something more is happening. That same study also points out a 20% decline in Brazil, a 16% decline in Japan and a 15% decline in China. So I guess our jobs really arena’t just being exported overseas… Something even more fundamental is obviously going on.

The point here (and the point of this whole book) is that the “sales dolphin” can no longer swim alone. A new and different sort of help is needed. Things like metrics, statistical analysis and control and Sales Process Engineering or “SPE” are becoming more and more essential.

In the 19th century, these disciplines were applied to agriculture. That is why we no longer need 80% of the population to grow food. Since the 1940s, manufacturing executives have been applying them. That is why factory employment is dropping dramatically world-wide. Sales executives are next.

Teaching the “SPE Cows” to swim with the “Sales Dolphins” will become the competitive differentiate for a sales force. Read on. I trust that what follows will help.

Table of Contents:

• Acknowledgements
• Preface
• Chapter 1 - Introduction
  • A Fundamental Assumption...
  • The Need for Metrics
  • Focus on Process!
  • People Are Still Important
  • Sales is a process
  • Creative Discipline
• Chapter 2 - Why Does Sales Process Engineering Work?
• Chapter 3 - Process Maturity
  • The Five Levels
  • Key Constraints & Sub-Processes
  • TODOs
• Chapter 4 - The Process of Sales Process Engineering
  • Introduction
  • Identify Best Practices
  • Engineer Best Process
  • Documentation! - The Sales Knowledge Mine
  • Communicate/Educate/Train
  • Develop Metrics
  • Implement!!!
  • Tracking & Support Tool
• Chapter 5 - The Sales Excellence Council
  • The Rules
  • The Tactics
• Chapter 6 - The Methodical Sales Process
  • Sales Operations
  • Customer Satisfaction
  • Sales Support
• Chapter 7 - Process Engineering - Round 2
  • Constraints
  • Dependencies
  • Rework
  • Work In Process
  • Cycle Time
  • Yield
• Appendix I - SPE Tools
• Appendix II - A Shameless Sales Pitch
• Appendix III - The President's Model
• Appendix IV - Sample Sales Process - Cross Functional Flow Chart
• Appendix V - A Few Useful Web Sites
• Final Thoughts - Strive to be a zero!!!???

$14.95
(plus $3.95 shipping and handling)