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General Manager Articles

Three Key Changes To Realize Quick Sales Improvements

by Michael Webb | * Comments (1)
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Lean process excellence enable leaders and managers to identify and gather data, distinguish value from waste, and fix sales and marketing problems quickly.

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Financial Impact

by Michael Webb | * Comments (5)
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Sales processes can be studied like any other business process. Hard data enables financial insights so managers allocate sales and marketing resources better.

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Need to Fix Low Sales Productivity?

by Michael Webb | * Comments (1)
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The three root causes of the silo-mentality that pervades sales and marketing management.

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Book Review: "Sales and Marketing the Six Sigma Way" by Michael J. Webb with Tom Gorman

by Michael Webb | * Comments (2)
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This book demonstrates that aligning your selling activities with the customer's buying activities wins more business, and lets you measure and analyze why.

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The Role of the CEO in the Sales Process

by Michael Webb | Comments (0)
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by Michael J. Webb (pdf of this article) Many CEOs see themselves as chief revenue officer (especially in tech companies) or at the least feel very consumed by this...

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Good Processes Create Value

by Michael Webb | Comments (0)
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In preparation for the launch of the book August 2, I'll be on a short vacation with the family next week. I won't be posting anything until Aug 31, so I'll leave you with a couple of observations:

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