Lean for sales : bringing the science of lean to the art of selling

chapter 1 Traditional Sales versus Lean Selling ������������������������������������������1 Art of Sales -- chapter 2 What Is Value? Lean Selling Principles��������������������������������������15 Value—A Sales Professional’s Favorite Word -- chapter 3 The Lean Sales “Funnel” Framework Explained -- chapter 4 Combining the Art of Selling with the Science of Lean—Getting Started -- chapter 5 Client Capability Study and Identifying the Eight Deadly Forms of Lean Waste -- chapter 6 Getting to the Root Cause of a Client’s Problem and Proposing the “To-Be” Process -- chapter 7 The Cascade Effect and the Lean Selling Balanced Scorecard ���������������������������������������������������������������������������������105 Understanding the Consequences of Lean Wastes—“The Cascade Effect”. Creating a Shared Understanding of the Consequences of Wastes— -- chapter 8 How to Build a Time to Value Proposition ������������������������������129 Introduction—How Does All This Lean Work Help to Sell a Product? -- chapter 9 Bringing It All Together with the Lean Selling Storyboard ����143 Making the Final Value Proposition to the Client -- chapter 10 Conclusion and a Call to Action.