Would your customers pay to meet with you? In a world where buyers can instantly obtain information on your products and services, the only way to stay relevant and add value in the sales process is to provide them just the right information they need, when they need it, to make the most effective buying decisions. 

The foundational skill of sales is the ability to communicate effectively. Lean Communication for Sales shows you how to apply the principles of lean thinking to add value in every customer conversation, without wasting their time or yours. You will learn 9 key principles to improve your customers’ RoTE—Return on Time and Effort—and become a trusted and valuable contributor to their buying process, with particular application to C-Suite sales calls and presentations.

Learning Objectives
  • Explore new ways to stay relevant and add value during the sales process
  • Identify ways to add value to every customer communication by improving customer results and relationships
  • Discover how to reduce wasted time and effort by being brief and clear when communicating
  • Discover the meaning of just-in-time communication and Lean Listening and recognize how this co-creates value
Last updated/reviewed: August 26, 2023
1 Review (4 ratings)


Anonymous Author
I have learned about lean methods and how I can apply these to my work place

Course Complexity: Intermediate

While there are no prerequisites, this course is ideal for sales professionals who operate in complex business-to-business (B2B) sales, particularly those who want to speak more effectively to higher level decision makers. 

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
Course Syllabus
  Introduction to Lean Communication for Sales12:30
Lean Communication for Sales
  (A) Add Value 11:11
  How Customers Do Things10:06
  (B) Brevity 13:24
  (C) Clarity 15:46
  (D) Dialogue 11:21
  Listening 8:30
  Call to Action and Conclusion 1:15
Continuous Play
  Lean Communication for Sales 1:24:05
  Slides: Lean Communication for SalesPDF
  Lean Communication for Sales Glossary/IndexPDF