A description of how a more evidence-oriented approach helps sales organizations become more productive, and their results more predictable.
The common denominator to improving sales and marketing results in most companies is ignorance of the voice of the customer.
A reader makes a clarifying comment about common vs special causes of variation in sales and marketing processes.
A reader makes a clarifying comment about common vs special causes of variation in sales and marketing processes.
Three stages of sales process evolution.
Michael Webb, author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006), answers questions about his new book.
Michael Webb, author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006), answers questions about his new book.
Michael Webb describes the problems caused by the functional approach to sales and marketing management, and the benefits of managing the flow (as a process).
"Sales and Marketing the Six Sigma Way" demonstrates how scientific management approaches can be applied to sales and marketing to solve problems an create revenue.