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If Your Selling Isn’t Creating Customer Value, It Is Destroying Customer Value
Pfizer, the worlds largest pharmaceutical maker, recently (December 2006) announced that it was laying off 2000 of its 10,000 person sales force. According to Charles Green (author of “Trust-Based Selling,” and co-author of “The Trusted…
A New Era Has Begun
…approach spread to nonmanufacturing (called “transactional”) functions: customer service, accounting, distribution, and even the healthcare and software industries. Today, hundreds of highly respected businesses like Raytheon, Allied Signal, DuPont, Bank of America, and Microsoft use…
If Your Selling Isn’t Creating Customer Value, It Is Destroying Customer Value
Pfizer, the world’s largest pharmaceutical maker, recently (December 2006) announced that it was laying off 2000 of its 10,000 person sales force. According to Charles Green (author of “Trust-Based Selling,” and co-author of “The Trusted…
Home Old
[jwplayer config=”400×225″ mediaid=”4702″] You Know the Power of Operational Excellence in Manufacturing … … Now, Sales Process Excellence Can Power the Production of Customers and Revenue as Well. Operational Excellence, including Lean, Six Sigma, continuous…
Goodbye 2012 – Hello 2013
…easier to find information relevant to making it easier to find, win, and keep customers. Please ask questions and leave comments. We look forward to hearing from you. Welcome to the new year! Michael Webb…
Test Home New
…Production of Customers and Revenue as Well. [jwplayer config=”400×225″ mediaid=”4702″] Operational Excellence, including Lean, Six Sigma, continuous improvement, and similar approaches is more than just a set of tools and projects. It is about how…
What It Means to Measure a Sales Process
You’ve heard it a thousand times: “What can’t be measured can’t be improved.” Yet when it comes to marketing and selling processes, measurement can be a frustrating mess. Most people, who grew up in the…
Why Your Sales Process Cost Matters, and What You Need to Know to Get It Right
…have the total cost of production (system-wide). The absorbed cost enables the senior executive to understand several important things. First, the sum of the incremental costs (i.e., value added to each unit) is $2,185.85 less…
What Value Does Your Process Create for the Customer?
…then. However, I do now, and you need to know it too. Ask yourself: “Does our company’s sales and marketing (apart from our products and services) actually create value specifically for our customers?” If so,…
Qualification Criteria
…is the pain/value to the customer? 3. What is the value to us? 4. Can we win the business? Completing these Likert scale questions accomplishes a number of valuable objectives: • Focuses attention on the…
