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Lean Sales book cover

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Tapio Nissilä
Tapio Nissilä

Lean Sales book introduces 1 sales management method and approach for creating more sales results with less selling 5 stories of creating winning sales culture as told by senior executives themselves 20 case studies from companies that have applied Lean Sales method in practice. Lean Sales is proven management approach for improving sales effectiveness and sales performance. It covers marketing and sales processes and the book (available on Amazon.com) explains also the financial benefits and business impact of Lean Sales approach.

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Tapio Nissilä Kaj Storbacka Lean Sales More sales with less selling Talent Vectia Publication Series (TVPS 2013:1) Sales is dead – long live sales! During the last five decades, production pro-cesses have undergone dramatic improve-ments in terms of productivity, effectiveness, quality and cost. This has been achieved with the help of simple principles, such as work flow standardisation, specialisation, central-ised scheduling and automation. In sales, applying these principles is still in its dawning. Developing a professional B-2-B sales organisation is both difficult and people-dependent. We believe that even sales processes can be modelled and streamlined. We believe that delivering value – and com-municating it – to the customer systematically brings significant results. This book is based on 20 case studies of applying lean sales in Finnish and global companies. It also includes five stories about creating winning sales cultures. They all have one thing in common: bringing lean into sales. The benefits are obvious – more sales with less selling. Lean Sales More sales with less selling Tapio Nissilä  Kaj Storbacka ISBN 978-952-9590-02-5 *9789529590025* Visual Identity Design: Ilmo Valtonen 2012 Visual Identity Design: Ilmo Valtonen 2012 About the authors Kaj Storbacka is one of the global forerun-ners in the field of de-veloping customer ori-ented business models. He has thirty years of experience as a strate-gy consultant to major European companies – in finance, media, travel, retail, utility, manufacturing and telecommunications. Kaj is currently Professor of Marketing at the University of Auckland Business School in New Zealand, and has previous-ly held professor chairs at Hanken School of Economics in Finland and at Nyenrode Business Universiteit in the Netherlands. He is a frequent speaker at internal sem-inars for major global corporations, at Executive MBA programs and leading management development institutions in Europe, Asia and the US. Tapio Nissilä is a man-aging consultant focus-ing on sales management system design, strategy implementation in sales and complex transforma-tions of sales organisa-tions in B2B businesses. Tapio’s point of view on sales is fact-based and analytical, customer-oriented and strategic. Tapio has been at Talent Vec-tia since 2008, and previously worked as entrepreneur, business unit manager, man-agement consultant and in international sales positions at PwC Consulting and IBM. Talent Vectia is the best renewal part-ner for its clients. Thought leadership and advanced methods yield results and create a foundation for clients’ future success. Successful development pro-jects result in success stories, growth companies, shareholder value and jobs, as well as world-class practices in the public sector. They create organisations that are role models. Talent Vectia is a highly regarded profes-sional consulting and training company. Our competence is based on exceptionally solid experience and research. Strategy, customer experience, solution business, operational efficiency and the develop-ment of leadership are all part of the company’s core competence. We believe in the characteristics of Nordic leadership and make use of them in our development work. The basis of our thought leadership is researched information and extensive publishing activity.
Lean Sales book cover

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Lean Sales book cover

  • 1. Tapio Nissilä Kaj Storbacka Lean Sales More sales with less selling Talent Vectia Publication Series (TVPS 2013:1) Sales is dead – long live sales! During the last five decades, production pro-cesses have undergone dramatic improve-ments in terms of productivity, effectiveness, quality and cost. This has been achieved with the help of simple principles, such as work flow standardisation, specialisation, central-ised scheduling and automation. In sales, applying these principles is still in its dawning. Developing a professional B-2-B sales organisation is both difficult and people-dependent. We believe that even sales processes can be modelled and streamlined. We believe that delivering value – and com-municating it – to the customer systematically brings significant results. This book is based on 20 case studies of applying lean sales in Finnish and global companies. It also includes five stories about creating winning sales cultures. They all have one thing in common: bringing lean into sales. The benefits are obvious – more sales with less selling. Lean Sales More sales with less selling Tapio Nissilä  Kaj Storbacka ISBN 978-952-9590-02-5 *9789529590025* Visual Identity Design: Ilmo Valtonen 2012 Visual Identity Design: Ilmo Valtonen 2012 About the authors Kaj Storbacka is one of the global forerun-ners in the field of de-veloping customer ori-ented business models. He has thirty years of experience as a strate-gy consultant to major European companies – in finance, media, travel, retail, utility, manufacturing and telecommunications. Kaj is currently Professor of Marketing at the University of Auckland Business School in New Zealand, and has previous-ly held professor chairs at Hanken School of Economics in Finland and at Nyenrode Business Universiteit in the Netherlands. He is a frequent speaker at internal sem-inars for major global corporations, at Executive MBA programs and leading management development institutions in Europe, Asia and the US. Tapio Nissilä is a man-aging consultant focus-ing on sales management system design, strategy implementation in sales and complex transforma-tions of sales organisa-tions in B2B businesses. Tapio’s point of view on sales is fact-based and analytical, customer-oriented and strategic. Tapio has been at Talent Vec-tia since 2008, and previously worked as entrepreneur, business unit manager, man-agement consultant and in international sales positions at PwC Consulting and IBM. Talent Vectia is the best renewal part-ner for its clients. Thought leadership and advanced methods yield results and create a foundation for clients’ future success. Successful development pro-jects result in success stories, growth companies, shareholder value and jobs, as well as world-class practices in the public sector. They create organisations that are role models. Talent Vectia is a highly regarded profes-sional consulting and training company. Our competence is based on exceptionally solid experience and research. Strategy, customer experience, solution business, operational efficiency and the develop-ment of leadership are all part of the company’s core competence. We believe in the characteristics of Nordic leadership and make use of them in our development work. The basis of our thought leadership is researched information and extensive publishing activity.