Nurturing – The Secret to Doubling Your Sales Conversion Rate
Companies waste millions in their lead generation campaigns by assuming the goal is generating today’s prospects. They should nurture future prospects too.
Grow Your Business and Lose the Fat by Putting Marketing and Selling on a "Lean" Diet
Lean thinking doesn’t just apply to manufacturing. A great case study of a business that changed its fortunes by changing the way it sold its product!
Three Question Strategies to Make Your Sales Funnel Flow Faster
Michael Webb surveys sales methodologies to point out the characteristics which work, and why.
Is It time to Apply VOC to your Sales and Marketing Processes?
How and why to apply voice of customer techniques to your customer‘s journey: to improve sales results.
What Value Does Your Process Create for the Customer?
Would a customer be willing to pay for your sales and marketing efforts? This article describes the importance of this idea, and the link to lean thinking.
Design Your Sales Process Around What You Can Control
Quality science helps isolate what can be controlled from what cannot be controlled. This is a crucial factor if you are to achieve accurate sales forecasts.
What Kind of Sales Training is Best?
Michael answers a reader’s question, "With your experience in sales management, who do you consider to be the best sales training company?"
Why Don’t Six Sigma Training Companies Sell the Six Sigma Way?
Michael Webb critiques a well known six sigma training company’s lead generation campaign.
