SHARE:

Sales and Marketing Leader Articles

Process Excellence Makes Sales and Marketing Problems Solvable

1 Star2 Stars3 Stars4 Stars5 Stars (No Ratings Yet)
Loading...
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.” (HubSpot) B2B companies are delaying contact with salespeople. (Google and the CEB) A pass bet at

After 13 Years, The Shingo Award

1 Star2 Stars3 Stars4 Stars5 Stars (No Ratings Yet)
Loading...
shingo Institute Research Award

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

1 Star2 Stars3 Stars4 Stars5 Stars (1 votes, average: 5.00 out of 5)
Loading...
shingo Institute Research Award
LOGAN, Utah – April 17th, 2015 – The Shingo Institute, part of the Jon M. Huntsman School of Business at Utah State University, has awarded Michael Webb with the Shingo Research and Professional Publication Award for his work “Sales Process Excellence.” Webb is president of Sales Performance Consultants, Inc., an Atlanta-based thought leader in the emerging field of lean process excellence for sales performance and business growth.

Shingo Examiner Feedback on "Sales Process Excellence"

1 Star2 Stars3 Stars4 Stars5 Stars (2 votes, average: 4.50 out of 5)
Loading...
shingo Institute Research Award
Submission Title: Sales Process Excellence Author Name(s): Michael J. Webb A team of Shingo examiners has provided the following feedback. The team rated the submission based on the following categories.

Content

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 3D-Book-Cover-with-ShingoInstitute-2015sawbadge-pngsphere. 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

1 Star2 Stars3 Stars4 Stars5 Stars (1 votes, average: 4.00 out of 5)
Loading...
socrates2Every 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 achieved in 2013. In other words, the average CEO would be better off placing “pass” bets at the craps tables in Vegas, where the odds are 49.3%. In addition, according to CSO insights and Forrester Research, 62 percent of CEOs had trouble reaching revenue targets in 2014 and, in 2013, 42 percent of sales reps missed quota. No wonder average annual turnover among sales teams is about 40 percent. 

How Does Lean Apply to Marketing?

1 Star2 Stars3 Stars4 Stars5 Stars (1 votes, average: 4.00 out of 5)
Loading...
121613-picture
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 wasteful, and thus a target for elimination."
The American Marketing Association defines "Marketing" as
  • "A set of processes to create, deliver and communicate customer value and manage customer relationships.”
Common to both definitions: "process" and "customer value."

How To Diagnose What Is Going Right – And Wrong – In Your Sales Production System

1 Star2 Stars3 Stars4 Stars5 Stars (2 votes, average: 5.00 out of 5)
Loading...
Lots of companies feel pressure at some time or another to improve the effectiveness and productivity of their sales force. Unfortunately, instead of diagnosing what is really going on, they just jump in with presumed solutions instead: sales or negotiation training, CRM software, lead generation, or some other of the Usual Fixes. Unfortunately, the success

How Do You Map A Sales Process?

1 Star2 Stars3 Stars4 Stars5 Stars (14 votes, average: 4.21 out of 5)
Loading...

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.

Book Review: A Seat at the Table

1 Star2 Stars3 Stars4 Stars5 Stars (1 votes, average: 3.00 out of 5)
Loading...

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.

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

1 Star2 Stars3 Stars4 Stars5 Stars (4 votes, average: 4.75 out of 5)
Loading...
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.