Lean Selling


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You bootstrapped yourself and made a lot of sacrifices to make it happen. Finally, the day has come.

But then, silence. Or some initial success here and there, but things start to tail out. As I wrote before , we may know something about our customers, but not everything. The challenge is, what you hear is not definitive. Hearing and understanding are two different things.

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We still our left with the enormous task of interpreting the real message from the customer. Startup entrepreneurs are understandably under severe pressure to deliver, and shortest distance to product launch is often the singular focus.


  • Nature of business (SIC).
  • Sunnys Heart: The Great Outdoors.
  • Adventures in Agile Sales, Kanban and Growth Hacking.
  • Cryptoporticus - Zur Entwicklungsgeschichte eines multifunktionalen Baukörpers - Supplementum I (German Edition);
  • Lean Selling : Robert J Pryor : .

Design, UX, CX, user instructions, community support and training where applicable such as SaaS products ; all of these seemingly outside-of-the-core-of-the-product items are equally important product attributes. Customers are surprisingly fickle, increasingly so once you cross the chasm from early adopters to the main-stream mass customer segment. Unsexy product packaging can easily be a turn off. So the problem is not whether the product works or not — likelihood is that you will get to that point. The question is, whether or not it works for the customer. Second, the fact that you have a well beyond MVP minimum viable product production grade product out in the market is an advantage.

With a much stronger product base to experiment product market fit, customers will take you more seriously and you will collect more and better quality customer feedback. Chin up!

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This is the basis of your hypothesis, which in turn will be used to building your MVP for the build-measure-learn cycle. A lien serves to guarantee an underlying obligation, such as the repayment of a loan on a home or a car. If the underlying obligation is not satisfied, the creditor may be able to seize the asset that is the subject of the lien. If, however, the decision is made to sell a car before paying the lien holder in full, the owner has several options to remove the lienholder from the title and transfer ownership to the new buyer. In most cases, the easiest way to sell a vehicle with a lien is to do the transaction at an auto dealership, particularly if the car is going to be a trade-in.

In these transactions, dealers work directly with the lien holder listed on the title, which is usually a credit union or a bank, to facilitate the transfer of ownership.

In this process, the dealer arranges for the full payment of the loan balance by using either the proceeds from the vehicle to be traded in or by adding the payoff amount to the loan being used to buy the new car. The biggest disadvantage of going through a dealership to sell a car with a lien on the title is that the amount paid for trade-in vehicles is usually less than what can be realized by selling to a private party.

The process of selling to a private buyer, however, also requires some extra work by the seller. To start, the seller should contact the lender to determine the total amount required to pay off the loan, including any additional fees, to satisfy the debt and remove the lien holder from the title. Executing the transaction at an office of the lender, if there is one in close proximity to both parties, is the fastest way to pay off the loan, remove the lien from the title and transfer ownership. This option is also the fastest way for the seller to collect proceeds from a sale involving a lien on the certificate of title after an agreement has been reached.

In this process, either the buyer or the seller can transfer funds to the lender to pay off the balance of the loan, and documents can be executed to transfer ownership to the buyer, usually in one sitting.

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Lean Selling

Regardless of the size of the lender, call ahead to ensure that there is someone in the local office to facilitate the transaction. This option provides an added level of assurance to the buyer through the avoidance of sending all proceeds to the seller, who must then transfer the funds to cover the loan to the lender. Depending on the laws specific to each state, the buyer may be able to send paperwork related to the sale and transfer instructions along with the payment to receive the cleared certificate of title directly from the lender.

If this option is not available, the lender sends the cleared title to the seller. In either situation, both parties must sign the certificate of title to complete the sale and transfer ownership to the buyer.


  • What's Inside?
  • Poetry For The Soul.
  • The Lean Approach to Selling Online in China.
  • Lean Selling.

This groundbreaking book describes the Lean journey as it extends to a business area that is mission critical, yet has been virtually untouched by the Lean transformation. Lean for Sales: Bringing the Science of Lean to the Art of Selling provides sales professionals, and their management teams, with a structured, fact-based approach to boosting sales close rates and delivering improved business value to customers. The time-tested Lean selling techniques described in this book have been proven to deliver profound results.

In fact, it is not uncommon for sales close rates to see a threefold increase over current rates as a result of using the techniques described in this book. After reading the book, you will understand how to integrate the science of Lean with the art of sales to:. This book outlines an innovative and proven approach to creating a common language with your customers that is based on waste elimination, root cause analysis, and time to value. Making the management of the sales cycle fact-based, rather than leaving it to intuition, this Lean selling manual presents tools that will enable sales professionals, and their managers, to collect sales opportunity data early and discard those leads that will ultimately waste valuable time and resources.

Sean Gillespie is a leading authority on value creation and value delivery in sales engagements, through the use of Lean and Agile tools and techniques. Additionally Sean advises the sales management teams on sales progression, success measurement, and sales skills and engagement enhancement. Michael V. Testani , Sr is a senior business transformation consultant for the IBM Corporation, where he leads operational and culture transformation initiatives across the global IBM enterprise.

Over the last several years, he has been helping to enable Lean and Agile transformation initiatives within the IBM sales organization.

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Over his career, Testani has held several corporate leadership positions outside of IBM including, vice president of engineering, plant general manager, director of manufacturing and product manager. He also served as the president and general manager of his own independent consulting company, where he has enabled several clients around the world to adopt Lean principles and practices. In this role, he has global responsibilities for facilitating transformation across IBM Corporation using actionable insights gained from organizational data.

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