Michael Webb reacts to a reader’s comment on last weeks article "WHy People Are NOT Your most Important Asset."
Michael Webb and Bill Bentley present a remarkable approach to qualifying sales opportunities that simultaneously increases sales forecast accuracy, generates valuable data about the sales process, and helps salespeople sell more effectively.
Most companies haven’t thoroughly considered how their sales process should be designed, much less how to make sales easier. This webinar shows how to do it.
Most companies haven’t thoroughly considered how their sales process should be designed, much less how to make sales easier. This webinar shows how to do it.
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 […]
Michael J. Webb, Sales Performance Consultants, Inc.Originally published in Marketing Times Summer 2005Subsequently 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 […]
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 […]
This book demonstrates that aligning your selling activities with the customer‘s buying activities wins more business, and lets you measure and analyze why.
Why traditional fixes work so poorly in sales and marketing, and what you can do to improve results now.
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 […]