Sales and Marketing Leader Articles
By Michael J. Webb
Most sales executives are challenged to produce better results these days. Jill Stillman, a sales executive I worked with a few months ago, seemed particularly frustrated.
"There are only 100 firms in the country large enough to buy our services. I know them all. Qualification is not my problem. What I want to know is, once I am in the account, what do I have to do to get them off the dime?"
By Michael J. Webb, Sales Performance Consultants, Inc.
Originally published in Marketing Times Spring 2005
Process improvement has revolutionized manufacturing over the past two decades, but is only now coming to sales and marketing. Yet it is coming, and it s something every marketing and sales executive should know about and consider employing.
Process improvement, also know as quality improvement, encompasses scientific approaches to management such as Six Sigma, Lean, and Total Quality Management. In general, these methods measure and analyze the parts of a business process, eliminate unneeded parts, fix broken ones, add new ones, and monitor improvement.
Book Review - "The Leaky Funnel Earn More Customers by Aligning Sales and Marketing to the way Businesses Buy"
by Hugh Macfarlane
2003, Bookman Media Pty Ltd
(available on www.amazon.com)
Submitted by Michael J Webb:
HardBits (a mid-sized company in a maturing industry) is struggling because its products are being commoditized by competitors from around the world. Customers are slow to buy, often delaying decisions until the last minute. Yet they expect miracle delivery times and cheaper prices in the bargain. This is the setting faced by Frank McInroth, HardBits' General Manager at the beginning of Hugh MacFarlane's "The Leaky Funnel, Earn More Customers by Aligning Sales and Marketing to the Way Businesses Buy"
(2003, Bookman Media Pty Ltd).
Six Sigma is a funny name for a serious way of boosting marketing and sales performance. It's already transformed manufacturing in hundreds of companies, and it is now doing the same in marketing and sales in companies such as Bank of America, Dell, General Electric, HSBC, Service Master, Johnson & Johnson, Standard Register, Sun Microsystems, Xerox, and many more.
Need to Improve Salespeople's Behaviors? Don't Bother with Sales Training or CRM Until You Face the Facts
by Michael J. Webb
One of the most common questions from executives trying to improve sales and marketing results is this:
"How can we get our salespeople's cooperation in our new (blank) initiative?"
Whether you are trying to implement process improvement, CRM, a product launch, or a lead generation campaign, getting salespeople's attention, support, and active cooperation is critical, yet is often painful and frustrating. Salespeople can often seem to be the most resistant, uncooperative group in the company.