Manufacturing Sales Success

In today’s world, manufacturers have long understood the concepts of process and measurement as they apply to engineering, quality, and manufacturing.  Methodologies such as Lean, Kaizan, Six Sigma, and Continuous Improvement have been around for years as has the software used to plan, track, and measure those activities.  As we all know, the proper implementation of these systems can have a dramatic impact on cost, efficiency, predictability, quality, and profitability.

Don't Automate Bad

In its simplest form, Customer Relationship Management (CRM) software helps organizations automate their existing business development, sales and marketing processes. And on episode 45: “don’t automate bad” of unsuitable on Rea Radio, Brian Harr, president of Three30 Group, explains the benefits of CRM and how this tool can help facilitate strong business relationships while multiplying revenue.

Sales Gamification – The Thrill Of Competition

The thrill of competition.  It’s something we’ve experienced since competing for our first trophy in soccer, a chess tournament, baseball, or a spelling bee.  Competition can motivate us, drive us to be creative and innovative, and to find ways to work as a team toward a common goal.  And when you achieve your goal, there’s no feeling quite like it.  It’s why so many of us continue to find ways to seek out competition as adults… fantasy football, coaching, video games, cards, 5K’s, and so on.

In sales, we all understand the importance of competition.  It’s a pretty simple formula, if you don’t compete you don’t survive.  So if competition is a critical driver in sales, why don’t we see the excitement like we do with other competitions?  Sure it feels good to meet or exceed your numbers, get your bonus, or get promoted.  But something’s still missing. 

Taking an MVP approach to your next software development project

We’ve all heard the horror stories of the large software development project that took longer and cost much more than was originally planned.  And in many cases the finished solution still missed the mark on requirements, or even worse, got cancelled because it was no longer relevant.  Although there are a variety of reasons this could happen, some of the more common reasons include the following:

  • Users couldn’t fully articulate or anticipate their requirements
  • The software developers misinterpreted the requirements
  • The business’s requirements changed over time


There has been a lot of research and money spent by industry experts, software developers, project managers and companies to develop and implement methodologies and procedures to improve how requirements are gathered, validated, and managed over the course of a project.