Sales and Marketing Leader Articles
Back in 1996, after 20 years in industry, I was tired of working sixty hours per week as a salesman and sales manager for people who cared if I made my number, but couldn't assess the odds I faced or if I was doing a good a job.
The worst part was when my employers kept throwing roadblocks in the way of their own success. Anyone who has attempted to change a sales force from selling "products" to selling "solutions" knows the kind of things I'm talking about.
“Sales Process Excellence” by Michael Webb Receives Shingo Research and Professional Publication Award
Contribution to new knowledge and understanding of operational excellence
Michael Webb has articulated the why and how of continuous improvement in a context and with language and examples that will resonate for persons in sales and marketing. While the “market-in versus product-out” concept has been floating around in the lean world for many years, it has essentially been treated in the past as a footnote to lean manufacturing. Sales Process Excellence is directed squarely at sales and marketing and covers many more aspects of the selling process than previously seen. The author’s examples speak from personal experience and are very credible.
This groundbreaking book addresses a function that has not normally fallen into the lean or continuous improvement sphere. It gives a thorough explanation of how to use lean principles to improve the sales process, and uses a transformative approach and step-by-step process of the tools and systems that one would use to improve the sales process and makes them easily understandable for a non-lean practitioner. Each chapter presents a new tool that goes in-depth in providing the function of the tool as well as the effect it will have on the sales process.
Why Sales and Marketing Needs Operational Excellence – Four Principles That Make Sales Funnels Flow Faster
- "A production practice that considers the expenditure of resources for any goal other than the creation of value for the end customer to be wasteful, and thus a target for elimination."
- "A set of processes to create, deliver and communicate customer value and manage customer relationships.”
How Do You Map A Sales Process?
by: Michael Webb
Mapping a sales process (or designing it) is pretty simple, at least at first. The difference with a sales process is that it must benefit both you and your customer simultaneously. The key is to keep your customer in mind at all times.
1. Prepare to map the process.
Despite the stories about salespeople out on the road independently, sales is actually a team sport. Salespeople try to get customers on their team, for example. And they require support from marketing or servicing departments, to give the customer what they want.
By Marc Miller
Reviewed by Michael Webb
In B2B sales, selling to senior executives and key decision makers has become the main event. But how do you get past the velvet rope? Sales trainer and entrepreneur Marc Miller’s A Seat at The Table (Greenleaf Enterprises, 2010, paperback, 186 pages) gives salespeople and their managers valuable insights and clear direction toward that destination.