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SPIF Tip #13: Are You Using the Voice of Customer You Already Have?
…That might be an excellent improvement opportunity. Then, ask “Why aren’t we using this kind of information more broadly?” From Sales Process Excellence, Chapter 4, pg 71. Copyright © 2016, SPC, Inc., All Rights Reserved….
How Do You Determine the Appropriate Metrics to Measure Against in Such an Unstructured Environment as B2B Sales?
…ship to who pays the bill” (i.e., the distributor or dealer). When a customer service person uses a word like “customer,” they can mean “the person on the end of the phone (distributor, installer, operator,…
Why are improvements difficult to create in sales and marketing
…down to observable characteristics, respectfully agreed by the parties involved (salespeople, marketers, etc.). Ask three people in your company to define a term like a “lead,” a “qualified prospect,” or even “who is the customer?”…
The Sales Process Versus the Buyer’s Journey
…my thinking dramatically: I now base all process mapping work around the Buyer’s (Customer’s) Journey, a concept I learned from Hugh Macfarlane, author of “The Leaky Funnel.” I used to think that paying attention to…
The Sales Process Versus the Buyer’s Journey
…my thinking dramatically: I now base all process mapping work around the Buyer’s (Customer’s) Journey, a concept I learned from Hugh Macfarlane, author of “The Leaky Funnel.” I used to think that paying attention to…
Are Your Salespeople Making the Most of “Face Time” With Your Customers?
…old assumption that “increasing salespeople’s face time with customers will increase sales.” I’m here to tell you, it ain’t necessarily so. Until next week. Michael Webb February 19, 2008 www.salesperformance.com —————————————————————————————————————— Are Your Salespeople Making…
Are Your Salespeople Making the Most of "Face Time" With Your Customers?
…old assumption that “increasing salespeople’s face time with customers will increase sales.” I’m here to tell you, it ain’t necessarily so. Until next week. Michael Webb February 19, 2008 www.salesperformance.com —————————————————————————————————————— Are Your Salespeople Making…
Sales Process Training
…section assigns responsibilities and therefore “accountability.” It also helps identify what capabilities and skills are needed to move ahead. –Improvement Frame Example (V3).doc –Improvement Frame Template (V3).doc [/details] [title]Launching an Improvement Initiative[/title][details]…
Battles, Statistics, and Order Getting All Have Something in Common
…Webb April 15, 2008 ——————————————————————————————————————— 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 …
SPIF Tip #56: In Uncharted Territory, How to Create a Map?
…410-1601 Eastern Time. P.P.S. A good model for conducting meetings like this is included in “Beyond Selling Value, A Proven Process to Avoid the Vendor Trap,” by Mark Shonka and Dan Kosch (Dearborn, 2002). …
