How to Escape the Conversion Paradox
Help is available for B2B companies who need to leverage the Internet to help salespeople sell and help customers buy
What Sales Process Behavior Charts Can Tell You
Readers show great insight to some sales process behavior charts, demonstrating the power of data to make the invisible visible in sales and marketing.
What Can You Tell From These Sales Process Behavior Charts?
Two measures (at a minimum) are required to understand any production process. This is an example of what proper sales process measurement can reveal.
What is The Problem Behind Your Sales Problem?
This article illustrates why executives are often defeated by sales problems: they treat the apparent problem but not the underling issue causing it
The Hidden Obstacle to Improving Sales Performance: Systems Thinking
Michael Webb responds to reader’s questions on why sales organizations are so hard to improve. The article illustrates systems thinking in six situations.
Why Is It So Hard to Create Improvements in the Sales Department?
Readers object to the word "easy" and they don’t mean the same thing by the word "sales process." Why is it so hard to improve results in the sales department?
Six Easy Ways to Boost Your Company’s Sales Results
What is the 20% of sales process improvement that achieves 80% of the results? Here are the six critical elements of a high-performing B2B sales process.
Are You Improving Your Selling System? (Or Repeating the Same Old Grind?)
Working IN a sales and marketing system has limited ability to improve productivity. To do that, you must work ON the system. Article provides examples.
Quick Sales Productivity Boosts
When trying to improve sales productivity, many people overlook things to improve the flow of business, such as lead generation and nurturing. A webinar invite.
How to Make Salespeople 25% More Productive in 90 Days or Less
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.
