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Self Assessment Confirmation
…Marketing Improvement.” Additionally, you might be interested in learning about how to set up an “Initial Consultation” with Michael. If you have comments or questions at any time, please do not hesitate to contact us….
Discussion: A New Perspective on Sales and Marketing
…of Operations saying, “Well, it’s not a sales problem.” The VP of Operations glares back. “Well, it’s not an operations problem either!” Exasperated, the CEO stands up. “Well, what the hell is it then? Is…
Why Is It So Hard to Create Improvements in the Sales Department?
Some people didn’t like the word “Easy” in last week’s blog post: “Six Easy Ways to Boost Your Company’s Sales Results.” For example, reader Tony Cole said: “If it were easy then everyone would be…
How to Conduct Your Sales Force When Sales Training Is the Wrong Answer
…as much noise as possible! Then, when customers don’t come running toward them fast enough, they stand behind the blaring clarinets, trumpets, and trombones, and urge them on: “Let’s do another clarinet campaign!” or “Let’s…
Project Charters: A Key to Making Sales and Marketing Improvements Easier Than You Thought Possible
…their time) • Help people learn what they want to learn quicker and faster The second question is, “How will we be able to measure the impact on customers?” For this example, the answer was: •…
What Kind of Sales Training is Best?
…a process is “in control” (i.e., its variability is understood and predictable) it is easier to detect a “special cause,” i.e., when something changes the behavior of the process or system. In a noisy process,…
A reader’s question: “How Does Understanding Variation Help Solve Sales and Marketing Problems?”
…or otherwise) cause their variations… yet only once they do can they begin driving improvement. Agree?” Yes, I agree. Trevor has made a helpful distinction. The comment in the book about “special causes” was made…
A reader’s question: "How Does Understanding Variation Help Solve Sales and Marketing Problems?"
…or otherwise) cause their variations… yet only once they do can they begin driving improvement. Agree?” Yes, I agree. Trevor has made a helpful distinction. The comment in the book about “special causes” was made…
The “Usual Fixes” for Sales Problems (And Why They Fail)
…barriers to higher sales performance. These barriers include poorly conceived value propositions, lack of operating definitions for key variables (such as “lead,” “qualified prospect” and “customer”), administrative tasks assigned to salespeople, problems in customer training…
Sustaining Gains…. How Do You Get Salespeople to Sustain Improvements?
…spread more evenly year around. Improvement to real sales problems—common, high-impact problems—often require changes to policies, software, measurements, or systems. Yet listening systematically to the data and evidence salespeople can provide is the key to…
