Many past guests have come from engineering or similar careers... they're attracted to Lean and Six Sigma because they know success requires data and systems thinking. Once they are touched by how scientific approaches work in sales, they are never the same again. Charles Chen is no exception.  A Master Black Belt in Six Sigma at Microsoft, Charles has improved sales and marketing there, as well as at GE and other major corporations. In one case study he shares, he was able to nearly double lead conversion rate without improving lead quality. He goes in depth on what led to that transformation, as well as:  * How to recognize if your sales efforts are too reactive (it can be hard to see)  * The importance of getting your sales reps outside of the quota mentality  * Why you can't measure improvement in your sales process without this  * Identifying “and eliminating“ 0% chance leads from your list  * And more  Listen now... Mentioned in This Episode: https://www.linkedin.com/in/charles-t-chen/