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.

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.