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Sales and Marketing Manager's Important Questions

Don't Bother with Sales Training or CRM Until You Face the Facts

by Michael Webb | Comments (0)
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by Michael J. Webb

Can You Handle the Truth?

Can You Handle the Truth?

Increasingly sophisticated software is becoming available for coaching salespeople. These systems respond to context, such as the industry the prospect is in, the contact's department, and the stage of the sales process. They may even collect answers to questions for future use in the selling effort. Some even offer elaborate strategy support, with color-coded organizational charts and more.

This should make sales training and CRM ought to go hand-in-hand, right? 

Unfortunately, no matter how fancy the systems are, salespeople don't often use them unless forced to.

If it were a technical, procedural or a user interface issue, it could be fixed. But it isn't.

Instead the issue is the company's assumptions around what enables these software systems (and the people involved) to work. 

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A Forty Percent Profit Increase With Fewer Proposals

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You've spent over $75 with me. When the book arrived, I'm sure it landed on your desk with a thud.

Now my job is to make things as easy as possible for you. For example, a medium sized B2B company started working with me a few months ago. 

Fast forward to today: They expect profits to increase by 40% this year. In their business that is almost $3 million annually.

This will happen while the team does less work – revenue will easily increase 12%, probably more, while they produce fewer quotations and proposals than before.

I thought you might enjoy their story. ...

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What Sales and Marketing Asks About Process Excellence - #1 How to Get Buy-In?

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2Sellers and marketers have asked us asked us a lot of questions about Lean process excellence over the years. 

We’re counting down the top five questions, and providing the answers. Last week we answered question #2 How Does Lean Process Thinking Work In Sales And Marketing?

This week, we deal with the most popular question (by a wide margin):

#1 How Do I Get Support And Buy-In To Apply The Lean Process Approach?  

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What Sales and Marketing Asks About Sales Process Excellence - #2 How Does It Work?

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1Sellers and marketers have asked us asked us a lot of questions about Lean process excellence over the years. 

We’re counting down the top five questions, and providing the answers. Last week we answered question #3 How Can Lean Process Excellence [Solve My Specific Pain]?

This week, we deal with the next most popular question:

#2 How Does Lean Process Thinking Work In Sales And Marketing? ...

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What Sales and Marketing Asks About Sales Process Excellence - #3 How to Resolve My Pain?

by Michael Webb | Comments (0)
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gm3Sellers and marketers have asked us asked us a lot of questions about Lean process excellence over the years. 

We’re counting down the top five questions, and providing the answers. Last week we answered question #4 Where And How Do We Start Lean Process Excellence?

This week, we deal with the next most popular question:

#3: How Can Lean Process Excellence [Solve My Specific Pain]?

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What Sales and Marketing Asks About Sales Process Excellence - #4 How Do We Start?

by Terran Webb | Comments (0)
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gm-5Sellers and marketers have asked us asked us a lot of questions about Lean process excellence over the years. 

We’re counting down the top five questions, and providing the answers. Last week we answered question #5 How Do We Sustain Sales And Marketing Improvements?

This week, we deal with the next most popular question:

#4: Where And How Do We Start Lean Process Excellence?

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What Sales and Marketing Asks About Sales Process Excellence - #5 How to Sustain Improvement?

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lp-5Sellers and marketers have asked us asked us a lot of questions about Lean process excellence over the years. 

We’re counting down the top five questions, and providing the answers.

Most of them already have some idea what “Lean process” means. The fifth most important question they asked is:   

Question #5: How Do We Sustain Sales And Marketing Improvements?

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Selling Power TV Interview: Does Your Sales Process Create Value?

by Terran Webb | Comments (0)
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Gerhard Gschwandtner interviews Michael Webb on Selling Power TV: 

A quote for sales and marketing managers from this interview:

“Most people think that process is about discipline, making sure the sales guy does this, that, and the other thing. And, I don’t believe that. Process is about creating value.

“Really good salespeople can invent ways of creating value. But often, they spend 90% of their time trying to work their way around all the roadblocks that their own company puts in the way …”

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Applying Process to Sell Leases for a Real Estate Development?

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Real-Estate-marketA reader asked 

"How can this process apply to a new construction to lease up a new real estate development project?"

I haven’t worked in real estate, but I’ve bought and sold enough houses to know the same principles hold.  ...

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Do We Have the Bandwidth to Implement Process?

by Michael Webb | Comments (0)
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John Wooden claps his hands in encouragement of his players in a practice session

A founder and CEO of a global transportation services company asked this very interesting question:

• Do we have the bandwidth to implement
process while the selling wheel must keep
turning?

Every company faces conflicts with time and resources when beginning to implement process excellence. Their people tend to perceive process as extra work they are being asked to do in addition to their “regular” work:

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