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General Manager Articles

Process Excellence Makes Sales and Marketing Problems Solvable

by Terran Webb | Comments (0)
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Sales and marketing executives in B2B companies seem to be working harder every year, yet consider some recent results: 62% of companies had difficulty making target revenues in 2014. (Forrester) 42% of all sales opportunities end in “No Decision.”...

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Why Sales and Marketing Needs Operational Excellence

by Michael Webb | Comments (0)
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Every year CSO Insights (a research company for chief sales officers) conducts a study on sales management1. In 2014, the average win rate of forecasted deals across all companies was 45.9 percent, virtually the same as the 45.7 percent...

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After 13 Years, The Shingo Award

by Michael Webb | Comments (0)
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Back in 1996, after 20 years in industry, I was tired of working sixty...

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“Sales Process Excellence” by Michael Webb Receives Shingo Research and Professional Publication Award

by Michael Webb | Comments (0)
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LOGAN, Utah – April 17th, 2015 – The Shingo Institute, part of the Jon M....

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Shingo Examiner Feedback on "Sales Process Excellence"

by Michael Webb | Comments (0)
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Submission Title: Sales Process Excellence Author Name(s): Michael J. Webb A team of Shingo...

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Why Sales and Marketing Needs Operational Excellence – Four Principles That Make Sales Funnels Flow Faster

by Michael Webb | Comments (0)
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Every year CSO Insights (a research company for chief sales officers) conducts a study on sales management1. In 2014, the average win rate of forecasted deals across all companies was...

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How Does Lean Apply to Marketing?

by Michael Webb | Comments (0)
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Wikipedia defines "Lean", as "A production practice that considers the expenditure of resources for any goal other than the creation of value for the end customer to be...

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Five Assumptions that Prevent B2B Sales and Marketing Improvement - And How Process Excellence Avoids Them

by Michael Webb | Comments (0)
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by Michael Webb Improving sales and marketing productivity can be maddeningly difficult. There are so many different points of view – so many competing theories and motives. And, how do you even measure it?    Most executives struggle to improve sales and...

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The "Usual Fixes" for Sales Problems (And Why They Fail)

by Michael Webb | Comments (0)
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The Usual Fixes for Sales Problems (And Why They Fail). Unless you have identified the root causes for sales problems, your fixes probably won't stick.

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How Does Lean Process Excellence Conserve Resources In Sales and Marketing?

by Michael Webb | Comments (0)
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How Does Lean Process Excellence Conserve Resources In Sales and Marketing? By Michael Webb The Lean philosophy enables companies to identify and eliminate waste in manufacturing environments, where the specification—what the customer...

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