Michael J. Webb, President
More than twelve years ago, with deep experience in field sales, sales management, and sales training, Michael Webb set out to create a data-driven, process-based alternative to the offerings of typical sales training, sales consulting, and CRM companies. Since 2002, he has published numerous articles on ways in which B2B sales organizations can benefit from Six Sigma, Lean and other process improvement techniques.
In 2004, he helped organize the first conferences ever held on applying Six Sigma to marketing and sales, and delivered the keynote speeches. In 2006, his book Sales and Marketing the Six Sigma Way (Kaplan, 2006, 4.5 stars on Amazon) was published. In 2015, his book Sales Process Excellence (privately published) earned the prestigious Shingo Research Award. He and his team have helped divisions of large companies such as Burr Oak Tool, Danfoss, Wacker, Pentair, Tyco, and Thermo Fisher, as well as many smaller B2B companies to design and deploy sales processes that accelerate sales funnel flow, improve forecast accuracy, and enhance value created for the customer and the organization.
He has held professional certifications in production and inventory management, quality management, and has a BS in Mathematics from Southeast Missouri State University.
Robert J. Pryor, Managing Director
Robert has been a sales, marketing, and general management executive in the computer and information technology industries for over 30 years. He 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, and also to being a CEO of several Internet-based companies.
Robert has applied “Lean Thinking” in multiple domains. 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.
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.
Burke J. McCarthy, Senior Consultant
As a Technical Sales Rep in New York City, Burke helped Kodak customers manage photographic processes to desired outcomes consistently. He applied this approach to manage sales and marketing process outcomes.
Burke has managed a $100MM product line, acted as Regional Manager and Vice President in Los Angeles and directed a corporate global strategic growth initiative. Since then he’s experienced a variety of industries; telecommunications, surgical, pharmaceuticals, HVAC, printing, publishing, supply chain automation, and eCommerce retail order fulfillment.
In 2007, he co-authored “Six Sigma for Marketing Processes” and joined Retrotech as Director of Marketing and System Sales where bookings grew 150 % annually from 2008-2010 making Retrotech the third fastest growing company in the region. In 2012, Retrotech was acquired by a French firm.
Burke earned an MBA in Finance from Seton Hall University in 1988. He’s married with two kids who attend University of Toronto. He’s an avid musician and a historian. The process approach improved his golf game.
Bill Zeeb, Senior Consultant
Bill Zeeb is a Lean Six Sigma Master Black Belt with over 25 years of performance improvement experience in both transactional and manufacturing environments in over 26 countries.
Bill has applied his contagious enthusiasm in coaching and training over 2000 Experts, Practitioners, Project Sponsors and Champions.Led Lean Six Sigma Deployment “Revitalization” for a pharma client, training 120+ Black Belts , reducing project lead times by over 42% and generating 5-7 times ROI in first year. Led a team in 4 countries to reduce defects, increase speed and reduce cost by €1.5 million annually in Procurement/Payables operations.
Bill is fluent in German and has a strong working knowledge of French. He earned a BA in Economice and an MBA in Marketing from Northwestern University, Kellogg Graduate School of Management, as well as studying at the Wissenschäftliche Hochschule für Unternehmensführung.
Christian Maurer, Senior Consultant
Christian Maurer coaches and trains sales leaders in improving the productivity of their B2B sales organizations. Formerly a sales effectiveness consultant with Sieble Systems and TAS group, he has worked with organizations such as Adva Optical, Alcatel, Cap Gemini, Cisco, Deutsche Telekom, Du (second telecom operator in Dubai), Dräger, Gemalto, Hvratski Telekom, Mazars, PriceWaterhouseCoopers, SAP, Schneider Electric, Sun Microsystems, Trend Microsystems and T-Systems to improve B2B opportunity and account management, CRM adoption, customer centric sales processes, sales forecasting, and development of effectiveness programs for sales leaders. He creates business impact measured with leading indicators that improve the return on effort.
In addition to his consulting activities, he lectures on the topics of Complex Sales Methods and International Sales Management in the MA program” Strategic Sales Management” at the ESB Business School at Reutlingen University, Germany. He is also a lecturer in the ME program “Leadership in Industrial Sales and Technology” at Aalen University on the topics of structuring and leading international sales forces. Christian frequently speaks at various business schools in France, Germany and Switzerland, and is a member of the Global Sales Science Institute.
Christian holds an engineering diploma from the Swiss Federal Institute of Technology, Zurich, Switzerland. He also has done post graduate studies in systemic marketing at the University of St. Gallen, Switzerland. He is certified in various sales methodologies and programs from several firms. He is fluent in German (mother tongue), English, and French.
Brad Lyons, Senior Consultant
Brad has over 25 year’s business management experience including the design and development of organization and management systems. His business experience ranges from franchise management to comptroller of a manufacturing, wholesale, retail and distribution company to owning and operating his own businesses. The past 20 years he has been an independent Lean Enterprise / Enterprise Excellence business consultant conducting private and public workshops internationally. He has consulted Fortune 100 companies in addition to small organizations. He is a 1980 graduate of University of Georgia, with a BBA in International Business.
His consulting process focuses improvements on the design and management of the clients’ core business processes and the supporting systems that currently exist, or need to exist, to satisfy their customers’ quality, cost and delivery requirements throughout the total supply chain. He has worked in most every area of the organization, from the suppliers of the raw materials through its core business processes to the customer delivery systems, including sales, engineering, customer service, quality, warehousing, maintenance, IT, distribution and in the finance processes/departments such as purchasing and accounting.
His consulting work has taken him into companies such as Kellogg Company, Ford Motor Company, United Technologies, Caterpillar, Allied Signal, Tyco Healthcare and Lucent Technologies in all parts of the US, Canada, Mexico, England, Germany and China. While working with the Milwaukee School of Engineering’ Business Excellence Consortium, he worked with many of the areas leading companies including Menasha Packaging, ORBIS Corporation, Oshkosh Truck, SPX, SC Johnson, PDM Bridge, Serigraph, ABB, Akzo Nobel, etc.
Bill Bentley, Senior Consultant
Bill Bentley is a seasoned leader of technology organizations. Bill spent the first 20 years of his career at Procter & Gamble, Frito-Lay, and Nabisco Brands doing process engineering, automation, instrumentation, and process R&D in a variety of consumer products settings, including food, paper, and pharmaceuticals.
More recently Bill has held top executive positions in smaller technology companies, including president and CEO of MDT Software, which creates enterprise-wide security and document management software for Fortune 500 manufacturing firms worldwide.
In his spare time Bill started Value-Train in Atlanta, a training and consulting company dedicated to providing certification training to in-transition and other professionals who buy their own training. By 2005 Value-Train had graduated over 2000 Six Sigma Green and Black Belts and Lean Enterprise students from 11 states and was an authorized training provider in 3 states.
Bill has an MS and BS in Electrical Engineering from Rensselaer Polytechnic Institute.
Jeff Galas, Senior Consultant
Jeff Galas started his business career by forming and running a successful marketing and website development company while still an undergraduate at Kansas State University.
After getting his degree, he began his career as an application developer for a business system modeling software development firm, where he quickly progressed into project and product management. He then became an award winning business developer with a track record for producing rapid growth results, and a successful sales training consultant with a Sandler Systems franchisee. Jeff is a long time learner of Deming starting at age 13, he is skilled in Deming’s Theory of Profound Knowledge, and a founding member of On Purpose Growth, LLC, a consultancy devoted to helping small businesses grow.