Robert J. Pryor
Robert was one of the early entrants into the commercial Internet industry, advising CEOs of software companies on the potential impact the emerging Internet could have on their product plans and business models. This narrow but timely focus led to opportunities for him to become a multi-time CEO in the Internet space. Robert was personally involved in the development, management, successful launch, and market adoption of the world’s first Web video product, and also one of the world’s first large Web applications, named TeamCenter®, that enabled collaboration among members of geographically distributed project teams.
Robert has experience applying “Lean Thinking” in multiple domains, in the forms of Lean Production, Lean Software Development, and The Lean Startup. As a student of the most popular selling methodologies for many years, Robert also trained and coached organizations in various sales skills development approaches, in addition to implementing them in companies that he ran.
Robert’s exposure to multiple Lean applications and to a variety of selling systems provided him the unique perspective to realize that software development and sales processes had nearly identical characteristics in regard to cycle times, lack of productivity, unpredictability, inefficiency, and waste. He became convinced that Lean Thinking, which first-hand he had seen transform product and software production, could be adapted and applied to improve sales performance as well.
In 2015, Robert published his original ideas about this topic in the book, Lean Selling: Slash Your Sales Cycle and Drive Profitable, Predictable Revenue Growth by Giving Buyers What They Really Want. This book is a comprehensive guide on how to apply Lean Thinking to sales and achieve breakthrough improvements in efficiency, productivity, and buyer and customer satisfaction.