Got a Technical Team? Here’s a Great Way to Help Them Sell
Recently I spoke with Burke, the VP of Business Development for an engineering firm in the material handling industry. What he told me was a great model for how selling can be made easier – and more effective at the same time.
Help for improving your sales process
Sales Performance Consultants, Inc., will launch a new professional sales process education website very soon.
Generating Support For A Sales Quality Initiative
By Michael J. Webb
Quality initiative in sales – an impossible dream? With the right proposition and simple techniques, not only is it possible but it can also be a successful venture.
How to Avoid the Four Most Common Mistakes of Sales Process Mapping
Clarifying and understanding your sales process is crucial. Here are the four most common mistakes companies make when they first begin to map out how they sell.
Getting Traction in the Market – How to Use Kaizen to Make Sales Training Stick
In tough times like these, some executives drastically reduce their training budgets.
Yet when it comes to sales training, smart executives may pause to think about it:
Isn’t this a critical time for the sales force to be on its toes? Maybe doing some sales training makes sense?
What Is Operational Excellence in Sales and Marketing?
by Michael J. Webb (with Robert Ferguson) (pdf of this article) A reader from Microsoft recently asked me an interesting question: “What are the key parameters which define Operational Excellence in a sales and marketing organization?” I like the question, because Operational Excellence isn’t just a slogan or a matter of opinion. It is a […]
OK, Salespeople Can’t Find Enough Prospects. Now What?
The economic sea change we have all been going through makes companies pay attention to their sales process.
One company president I spoke with yesterday said his revenue shrank 25% in December (compared with the same month last year). Companies affected by the financial crisis (like housing, oil, or automotive) are trying to survive. They are worried whether their customers even have enough money to pay for things any longer.
Hopefully, your business can find enough customers to stay alive. Will your marketers find them? Can your salespeople find them? Will they be found fast enough?
OK, Salespeople Can’t Find Enough Prospects. Now What?
The economic sea change we have all been going through makes companies pay attention to their sales process.
One company president I spoke with yesterday said his revenue shrank 25% in December (compared with the same month last year). Companies affected by the financial crisis (like housing, oil, or automotive) are trying to survive. They are worried whether their customers even have enough money to pay for things any longer.
Hopefully, your business can find enough customers to stay alive. Will your marketers find them? Can your salespeople find them? Will they be found fast enough?
What is Six Sigma… and Why Should Marketing and Sales Managers Care?
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 […]
Book Review: "Sales and Marketing the Six Sigma Way" by Michael J. Webb with Tom Gorman
This book demonstrates that aligning your selling activities with the customer‘s buying activities wins more business, and lets you measure and analyze why.
