How to Generate and Sustain a 25% Increase in Sales Opportunities in 90 Days or Less

Atlanta, Ga. (Jan 30, 2009) — Sales and marketing managers are struggling to bring in more revenue without spending money. SPC, Inc., a company in Norcross, Ga, is releasing valuable information on how B2B companies can sell more while spending less using kaizen – a management method that generates continuous improvement. Michael Webb, founder of SPC and author of “Sales and Marketing the Six Sigma Way” (Kaplan Publishing, 2006), teams with Brian Carroll, CEO of InTouch and author of “Lead Generation for the Complex Sale” (McGraw Hill, 2006), to illustrate how to permanently increase your company’s ability to generate qualified sales opportunities for your B2B sales team in 90 days or less.

“How to Generate and Sustain a 25% Increase in Sales Opportunities in 90 Days or Less” Sales Kaizen Webinar with Brian Carroll Author of “Lead Generation for the Complex Sale”

The press release can be read here:

http://www.prweb.com/releases/2009/01/prweb1939224.htm

Sales Kaizen Permanently Improves Salespeople’s Access to Big New Accounts

Atlanta Ga. – After years of research and trials, a Georgia firm is releasing new techniques that help B2B companies generate higher revenue and reduce sales costs. At 3:00pm Eastern time on Thursday, January 8, 2009, Michael Webb, author of “Sales and Marketing the Six Sigma Way,” and Jill Konrath, author of “Selling to Big Companies,” will hold a webinar titled “How Sales Kaizen Can Permanently Increase Salespeople's Ability to Gain Access to Big New Accounts.”

(PRWEB) http://www.prweb.com/releases/2009/01/prweb1825054.htm

New Guidebook Published for Improving B2B Sales Results in 90 Days or Less Through Kaizen Events

Atlanta, Ga December 14, 2008 – A New Guidebook titled “How to Conduct a Sales Kaizen event to Improve Your Sales Process in a Way Your Customers Will Love” is being released by a company in Norcross, GA. A teleconference introducing the book will be held on Dec 18, 2008 at 3:00 Eastern.” (PRWEB) http://www.prweb.com/releases/2008/12/prweb1745694.htm

How a Marketing Kaizen Event Can Make Your B2B Website Rock in 90 Days or Less

Atlanta, Ga, November 30, 2008 – Sales Performance Consultants, Inc., (SPC, Inc.) and Venture Marketing, Inc., are jointly releasing new information on how B2B companies can measurably increase lead quality and deal flow in 90 days or less. Register at www.saleskaizen.com/B2BMarketingDec04.aspx

(PRWEB) http://www.prweb.com/releases/2008/11/prweb1681144.htm

Simple and Effective Approach Announced for Improving B2B Sales Processes: saleskaizen.com

Atlanta, Ga, October 31, 2008 – B2B companies are searching for better ways to find more revenue with fewer resources. A corporation in Atlanta will announce a new way of reaching this objective: The Sales Kaizen Event, based on the Japanese philosophy of continuous improvement. Teleseminar to be held Wed November 5, 2008, 3:00 pm Eastern. www.saleskaizen.com PRWEB – http://www.prweb.com/releases/2008/10/prweb1547074.htm

Weak Revenue? The New Fix for Sales and Marketing Problems

Contact: Michael J. Webb Courtney Goethals
Phone: 708-383-9309 (312) 894-0322
Email: mwebb@salesperformance.com courtney.goethals@kaplan.com

Weak Revenue? The New Fix for Sales and Marketing Problems Tools from GE, Motorola, and Toyota Now Shaking Up Sales and Marketing

June 30, 2006, Norcross, GA: A radical new management approach is transforming sales and marketing in a huge range of businesses. In his new book “Sales and Marketing the Six Sigma Way” (Kaplan Publishing, August 1, 2006), author Michael J. Webb takes readers into companies like Standard Register, ServiceMaster, Hong Kong Shanghai Bank, Motorola, and others to show how they doubled revenues and cut sales costs by re-thinking how sales is done. The shift these companies demonstrate heralds a new style of scientific sales management. “It's long overdue,” Webb says.  “The quality movement has generated hundreds of millions of dollars in productivity gains and bottom line savings in manufacturing for thousands of companies.  Now, innovative managers trying to get similar results in marketing and sales are beginning to see them.” Initially some executives are skeptical that sales activities have anything in common with manufacturing. “But that's exactly the point,” Webb says. “In manufacturing, you produce a physical thing. Improvement requires using different manufacturing methods. In marketing and sales you produce actions on the part of prospects and customers. The key difference is that customers have free will. Yet, there are high quality and low quality customers and better and worse ways of producing them.  In today's market, companies know can no longer just keep trying harder. Improvement requires using different sales and marketing methods.” “Sales and Marketing the Six Sigma Way” (named for the sharpest of the quality improvement tools) documents dozens of cases of companies boosting sales results guided by a structured approach first developed for manufacturing environments. To apply it, a company must define which customers it wants and clarify its value proposition. Then it can align its marketing and selling tactics with the stages of those prospect's buying process.” Webb maintains that even just defining terms for the sales process opens executives' eyes.  “Most companies don't have consistent meanings for terms like 'leads' and 'qualified opportunities,' which is why their attempts to measure things don't work.” Managers see new things when they scrutinize sales activities, and the resulting customer actions.  It's a real departure from the usual numbers game of marketing and the cheerleading that often passes for sales management.” Webb points out that quality improvement can be a tough sell to sales.  In Webb's words, “Quality or Six Sigma professionals who geek out on jargon and statistics send salespeople into glazed-eye mode.  The approach must be based on making sales easier, not harder.” Which means figuring out how to help marketing and salespeople to get the customer's attention, time, money and ultimately, referrals. Those things can all be measured, and when they are, they can be managed. And that's how to fix sales and marketing problems.

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Michael J. Webb is President of Sales Performance Consultants, Inc., which helps companies such as American Express, 3M, Marriott, and many others to improve their sales processes and results. See www.sixsigmaselling.com and www.salesperformance.com for more information.

"Mending the Marketing / Selling Gap" public teleconference announced

Contact: Michael J. Webb Phone: (877) 784-6507 Email: mwebb@salesperformance.com bobs@web2one.com Chicago, Ill, (November 1, 2005) — Unfortunately, more than 25% of the total cost of marketing and sales is often wasted and lost forever by misaligned assets, processes, and activities. Most executives acknowledge that there is a problem between marketing and sales but many of them just shrug their shoulders and treat misalignment much the same way parents treat puberty…”There's nothing I can do about it, right?” On Thursday, November 10, 2005, Michael Webb will interview Bob Schmonsees, author of “Escaping the Black HoleMinimizing the Damage from the Marketing-Sales Disconnect” to explore the issues surrounding misalignment, answer the following questions, and provide a roadmap for turning marketing and sales into a sustainable competitive advantage.
  • What causes the disconnect, and is it getting worse?
  • What are the symptoms companies feel every day, and what does the problem really cost in time and money?
  • How can you get senior management engaged and involved?
  • What can companies do to mend the gap?
  • What are the experiences of companies who have taken these steps?
You can read Michael Webb’s review of “Escaping the Black Hole” in the articles section of www.salesperformance.com, under Sales and Marketing Management articles. In this teleconference you'll learn examples of marketing and selling business practices that have created dramatic improvements. You will also receive examples and common sense advice on how to get your team to work together more effectively. We will hold a question and answer period after the presentation to answer all of your questions live on the teleconference. A recording of the call will be made available shortly afterward to registered attendees only. Date: Thursday Nov 10, 2005 Time: 5:00 Eastern 4:00 Central 2:00 Pacific Fee: This will be a free call Bob Schmonsees is Principal of RJS Associates and author of the provocative new book Escaping The Black Hole (Thomson / AMA 2005). Schmonsees is a former high-tech marketing and sales executive and CEO who has managed marketing and sales organizations for over 30 years. His new book contains some unique insights on how to improve marketing and sales alignment and effectiveness in light of the new dynamics that drive 21st century markets. And, as you will see, he pulls no punches on what’s wrong with the current marketing and sales model and what management needs to do to create what he calls a “synchronized marketing & sales ecosystem.” His website is www.web2one.com and he can be reached at 540-872-5379 or bobs@web2one.com. Michael J. Webb is President of Sales Performance Consultants, Inc., a consultancy devoted to helping senior executives who are struggling to measure and improve unreliable and unmeasurable processes for finding, gaining, and keeping customers. Mr. Webb delivered the keynote address for the first two conferences held on applying Six Sigma to marketing and sales. He has helped clients such as American Express, 3M, Marriott, and many others to improve their sales processes and results. He also works with certain sales training firms to integrate best selling practices into client's sales operations. Mr. Webb’s website (www.salesperformance.com) contains information and resources for companies that want to improve their sales performance. You can reach him at (877) 784-6507 or mwebb@salesperformance.com.

Teleseminar Explaining Powerful Sales Management Strategy Announced

Contact: Michael J. Webb Phone: (877) 784-6507 Email:mwebb@salesperformance.com Chicago, Ill (October 4, 2005) — Sales organizations are constantly struggling to accelerate their performance. Key business objectives depend on it. To accelerate sales, you need to be able to answer the following questions:
What is my process and system for engaging my buyers? In what way am I creating value? How efficiently am I managing the sale?
The best organizations and sales people answer these questions easily. By devising this system, you create a common architecture, language, develop the right skills that support the sales strategy and, accelerate performance. To help you answer this and many other questions, sales process expert Michael Webb and widely respected sales effectiveness trainer Randy Zales, President of Anthony Robbins Associates® will present a unique program that illustrates the power of combining a sales process with a training program. This teleconference will include:
  • What is a sales process, really, and why might yours may be broken?
  • Why is getting your process right absolutely critical to your sales strategy?
  • Why is sales training without a process actually a waste of time and money?
  • What four steps can managers can take to improve results quickly?
  • Why doesn't CRM help salespeople sell?
You'll learn case studies of several sales processes where sales training lead to huge pay offs. You will also receive specific examples and common sense advice on how to get your team to define their sales process, and in depth explanations of why the techniques worked. We will hold a question and answer period after the presentation to answer all of your questions live on the teleconference. A recording of the call will be made available shortly afterward to registered attendees only.
Date: Wednesday Oct 19, 2005 Time: 5:00 Eastern Fee: This will be a free call
Michael J. Webb is President of Sales Performance Consultants, Inc., a consultancy that helps senior executives to improve unreliable and unmeasurable processes for finding, gaining, and keeping customers. Mr. Webb delivered the keynote address for the first two conferences held on applying Six Sigma to marketing and sales. He has helped clients such as American Express, 3M, Marriott, and many others to improve their sales processes and results. He also works with certain sales training firms to integrate best selling practices into client's sales operations. Mr. Webb's website (www.salesperformance.com) contains information and resources for companies that want to improve their sales performance. You can reach him at mwebb@salesperformance.com, or (877) 784-6507. Randy Zales is the President of Anthony Robbins & Associates® – a training and consulting firm with the best selling author Anthony Robbins. Randy is the #1 trainer & consultant with Tony and, is the driving force and personally responsible for “spearheading” the applications of Anthony Robbins' technologies into sales force development. Randy advises CEO's and senior executives on sales force modeling and effectiveness. He develops solutions for sales forces worldwide, including Master Card International, NuVasive Surgical and the U.S. Army Reserve. His firms training and train-the-trainer sales, management & persuasion programs have increased sales as much as 300%. For sales people and teams interested in consultative or solution selling, you may enroll in the Power to Influence: The Sales Mastery Course at www.AnthonyRobbinsDC.com/salesseminar or for in-house or tailored sales programs, contact us at 1-888-871-8909 ext 901

How to Make Your Sales Funnel Flow Faster public teleconference announced

Contact: Michael J. Webb Phone: (877) 784-6507 Email:  mwebb@salesperformance.com bobs@web2one.com Chicago, Ill (August 31, 2005) — Increasing the flow of prospects through the sales funnel is a goal that seems elusive and perhaps even impossible for many companies without some breakthrough or new technology to create a “Market Tornado.” However, a new approach for managing the sales funnel is emerging that is itself a breakthrough. Borrowing from principals that produced dramatic improvements in manufacturing productivity in the last 30 years, this new approach is starting to help divisions of companies such as Citibank, Oracle, IBM, GE, and smaller companies to achieve remarkable successes. On September 20, Sales Performance Consultants, Inc. is offering a teleconference focused on “How to Make Your Sales Funnel Flow Faster.” The teleconference will interview Mr. Hugh Macfarlane, author of the book “The Leaky Funnel – Earn More Customers by Aligning Sales and Marketing to the Way Businesses Buy” (2003, Bookman Media Pty Ltd). Michael Webb, president of Sales Performance Consultants, Inc. has published a review of “The Leaky Funnel” (www.salesperformance.com/. Questions the “How to Make Your Sales Funnel Flow Faster” teleconference will answer:
  • What is the key to getting prospects to move through the funnel faster?
  • What can companies do to help their marketing and selling organizations be more efficient and effective?
  • How can you minimize the inevitable risks of changing the marketing and selling process?
  • How much does being successful depend on special software and measurement vs just doing the right things?
Attendees to the teleconference will hear Mr. MacFarlane present topics from the book “The Leaky Funnel” as well as some examples of marketing and selling organizations from his files that have overcome huge challenges and achieved dramatic breakthroughs, without requiring large investments of capital, or making risky decisions. Participants will also come away with:
  • Specific examples of how to align their company’s marketing and selling process with the way their prospects and customers buy
  • A series of steps their company needs to go through to understand how their customers buy and how they can recast marketing and sales to assist them in those efforts
  • A list of factors that can typically cause resistance in any organization, and what to do to avoid or overcome the resistance
  • A pdf copy of the presentation material used in the presentation
  • A downloadable MP3 version of the teleconference and the question and answer period
  • Resources for learning more information on this fascinating and important topic.
Attendance for this maximum 90 minute teleconference is limited to 50 participants. The fee (exclusive of promotional coupons or discounts) is $29.95.  For more information, visit www.salesperformance.com/fasterfunnel.aspx. Michael J. Webb is President of Sales Performance Consultants, Inc., a consultancy devoted to helping senior executives who are struggling to measure and improve unreliable and unmeasurable processes for finding, gaining, and keeping customers. Mr. Webb delivered the keynote address for the first two conferences held on applying Six Sigma to marketing and sales. He has helped clients such as American Express, 3M, Marriott, and many others to improve their sales processes and results.  He also works with certain sales training firms to integrate best selling practices into client's sales operations.  Mr. Webb’s website (www.salesperformance.com) contains information and resources for companies that want to improve their sales performance. You can reach him at (877) 784-6507 or mwebb@salesperformance.com. Hugh Macfarlane was responsible for the Internet business of Digital Equipment Corporation in the South Pacific. At Digital, Hugh's team of sales/marketing, technical support and consulting personnel helped Digital's customers and partners capitalize on the potential of the Internet and its commercial capabilities. In doing so, Hugh grew Digital's annual revenues from this segment from $2 million to $35 million over 18 months. He is founder and managing partner of MathMarketing (www.mathmarketing.com), the Australian sales and marketing effectiveness company that advises AAPT, Aviva, AXA, Citibank, Colonial, Compaq, Computer Associates, GE, IBM, Optus, Oracle, Perpetual, Telstra, Zurich and others. Hugh has now led over 160 marketing strategy projects for businesses pursuing growth.

"Introduction to Sales Process Improvement" book released

Contact: Michael J. Webb Phone: (877) 784-6507 Email: mwebb@salesperformance.com bobs@web2one.com Chicago, Ill (June 20, 2005) — In recent years businesses have gained productivity through quality-oriented approaches such as Six Sigma. Unfortunately, most of the gains have been in manufacturing; sales and marketing productivity has not kept pace. Sales and marketing tends to focus on people and their emotions, and is quite different from manufacturing. How can quality-oriented approaches help improve productivity in the slippery world of sales and marketing? Now, executives can bring science to marketing and selling without causing more problems than results. Although manufacturing is different from sales and marketing, both can create value for customers. Sales and marketing can help customers solve problems and provide needed information. As it turns out, most companies haven’t really thought through their sales and marketing functions in those terms. Yet that simple idea is the key to improving productivity in sales and marketing organizations. This is the concept behind a valuable new book:  Introduction to Sales Process Improvement: Gaining More of the Right Customers at Higher Margin and Lower Costs with Lean and Six Sigma, by Michael J. Webb. When executives want to improve sales, they tend to mean sales people’s performance. They try to improve it through marketing campaigns, sales training, compensation programs or contests, or even CRM systems. Usually these intend to get salespeople to do more, or to work harder, and don’t change the fundamental way marketing and selling work are done. As a result, in many companies, marketing keeps on generating leads, and salespeople keep on ignoring them. The problem is people’s assumptions on the meaning of terms such as a “lead,” or a “qualified prospect.” Often, there is no consistency and no one has even mapped out the steps prospects go through from the prospect’s perspective, much less set up reasonable ways of measuring the quantity and quality of leads and prospects flowing through marketing and salespeople’s hands. “Once these things are accomplished,” says Webb, “companies can begin viewing the sales process more rationally, in terms of cause and effect. The key is understanding why the customer should take the actions you want them to take every step of the way, and to design these into the way you do business rather than leaving it up to chance.” The book  is a ground-breaking prescription for better management of marketing and selling that marketing and sales people, as well as their customers, will appreciate. Michael J. Webb is President of Sales Performance Consultants, Inc., a consultancy devoted to helping senior executives who are struggling to measure and improve unreliable and unmeasurable processes for finding, gaining, and keeping customers. Mr. Webb delivered the keynote address for the first two conferences held on applying Six Sigma to marketing and sales. He has helped clients such as American Express, 3M, Marriott, and many others to improve their sales processes and results.  He also works with certain sales training firms to integrate best selling practices into client's sales operations. Mr. Webb’s website (www.salesperformance.com) contains information and resources for companies that want to improve their sales performance. You can reach him at (877) 784-6507 or mwebb@salesperformance.com.