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Sales and Marketing Leader Articles

What Value Does Your Sales Process Create?

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By Michael J. Webb

(pdf of this article)

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?"

Can Your Marketing and Selling Process Be Improved?

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By Michael J. Webb, Sales Performance Consultants, Inc.

Originally published in Marketing Times Spring 2005

(pdf of this article)

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"

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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).

What is Six Sigma... and Why Should Marketing and Sales Managers Care?

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Michael J. Webb, Sales Performance Consultants, Inc.
Originally published in Marketing Times Summer 2005
Subsequently published in Marketing Watchdog Journal, August 2005

(pdf of this article)

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.

Book Review - "Escaping the Black Hole"

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Escaping the Black Hole: Minimizing the Damage from the Marketing-Sales DisconnectRobert Schmonsees, Thompson Publishing, 2005 How much of your marketing and selling budget is wasted? In "Escaping the Black Hole -Minimizing the Damage from the Marketing and Selling Disconnect" (Thompson Publishing, 2005), author Bob Schmonsees demonstrates that in many companies that waste is as much

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

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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.

Nurturing - The Secret to Doubling Your Sales Conversion Rate

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Companies waste millions in their lead generation campaigns by assuming the goal is generating today's prospects. They should nurture future prospects too.

Need to Improve Salespeople's Behaviors? Don't Bother with Sales Training or CRM Until You Face the Facts

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Why traditional fixes work so poorly in sales and marketing, and what you can do to improve results now.

Three Proven Tactics to Get Salespeople's Cooperation in Launching New Initiatives

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by Michael J. Webb

(pdf of this article)

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.

Five Ways to Minimize Sales and Marketing Frustration, Waste, and Cost

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Starting with where your customers and salespeople really are, rather than where you wish they would be, always improves results.