Lean & Agile Principles & Practices – How They Can Improve Your B2B Sales Process

Over the last decade or so, lean and agile principles and practices have become increasingly popular and prevalent in many aspects of business. Whole communities of people have begun to embrace lean and agile, industries focusing on lean and agile have sprung up, and many organisations have bet their futures on “transforming” to lean and agile ways of working.

So what has this got to do with the business of sales and selling? I believe there are many good concepts in lean and agile, and that sales and salespeople can benefit from embracing at least some of them.

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Lean & Agile Sales Process: a Non-Linear Approach

Why did we create the Essential Sales Process (ESP)? Well the answer is that myself, and the other co-creators of ESP, have worked in solution selling for most of our careers, and we felt that most of the available solution selling processes on offer didn’t work very well. They tend to be very linear, and assume a “happy day” scenario where everything goes according to plan, and we always have control over what the customer does, and what the competition does. Continue reading “Lean & Agile Sales Process: a Non-Linear Approach”