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Quantifying Hard Benefits of Sales Process Improvement
…projects. We’ve instituted metrics like “conversion of leads,” “improving cross-sell per employee,” “improving productivity.” “Why is it that quantifying the benefits of these projects often seems ambiguous?” The reason sales process improvement projects have ambiguous…
Is Lean Certification Effective for Practitioners in Sales and Marketing? If not, How Does it Need to Change?
…If they have challenges aligning or motivating themselves to solve their problems, etc… … then applying Lean and operational/process excellence principles to sales and marketing can be incredibly valuable. In this sales and marketing world,…
Evolving Your Sales Process: The Four Stages to Becoming a Market Leader
…next stage of development. —————————————————————————————————————– How to Turn Your Sales and Marketing Into a Lean Six Sigma Production Machine That Runs Like Clockwork (And Do It in a Way Your Salespeople Will Love!) https://salesperformance.com/ExecBriefing.aspx —————————————————————————————————————-…
The Road to Sales and Marketing Success is Paved with NO ASSUMPTIONS!
…Two articles from a company called “The Phelon Group” (http://www.phelongroup.com) were recently published on MarketingProfs.com. While I do not know any one at Phelon, I commend these articles to you as the direction of the…
Make Your Sales Funnel Flow Faster!
…(www.salesperformance.com). You can ask questions, or share your observations here: How do your experiences confirm (or contradict) what I’ve written about? In what ways have you dealt with these challenging issues? What are some successes…
Five Ways to Minimize Sales and Marketing Frustration, Waste, and Cost
…cars were vandalized, for a total of about $5k in damage. Owing to the “relationship” we had, they cancelled my policy. (No lie.) I’m not loyal to Fireman’s Fund any more. We’ve all had longstanding…
How To Add Customer Value Throughout The Sales Funnel
…manufacturer of sanitary valves: Lifetime Free Replacement of Any Broken ASEPCO Tank Value – No Matter Who Broke It! Top Quality Product or It’s Free! Performance as Promised, or We Pay You! As another example,…
It’s Finally Here…
…new book on Amazon, click below: Buy NOW On Amazon If you have comments or questions around the book, please feel free to email me, or post a comment on the blog. Thank you! Michael…
SPIF Tip #20: Sales is Not Just What Salespeople Do
…to managing entire sales and marketing organizations. For example, if you replace salespeople with websites and generated more revenue, does the improvements result from better “marketing” or better “selling?” Although selling and marketing both produce…
How Do You Map A Sales Process?
…that customers can go backward in this progression. A National Account can go from “Gain Technical and Business Approval” (step four) to “Accept the Need for Water Improvement” (step one). A Small End User can…
