17.5.2016

Digital Lean Consultative Selling training

Key learning areas

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1. Identifying Digital Lean enabled business opportunities

  • Enhancing existing services and solution customer perceived value
  • Developing competitive advantage, new sales opportunities and business models

2. Consultative selling and Lean Six Sigma methods to clarify customer needs

  • Reasoning pain, understanding impact and creating vision of solution
  • Lean techniques (VSM, VOC, QDF) to clarify solutions scope & value for customer’s active and hidden pains

3. Digital Lean business justification

  • Justifying investment return (ROI,Payback, TCO) with cost saving and additional revenue
  • Profit improvement proposal and business case calculations for customer’s different stakeholders