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SPIF Tip # 14 – Why You Need to Improve Customer Facing Functions
…a surprisingly long way. From Sales Process Excellence, Chapter 4, pg 79. Copyright © SPC, Inc., All Rights Reserved. [1] Brian Joiner, Fourth Generation Management: The New Business Consciousness, (New York: McGraw-Hill, Inc., 1994) 67-68…
SPIF Tip #15: If Nothing is Improving, You’re Probably Not Doing THIS Right
When Edwards Deming would hear someone say they were going to accomplish a goal or objective, he would ask, “By what method?” Plan-Do-Check-Act (PDCA)[1] was his answer to his own question. When company leaders focus on…
SPIF Tip #19: What it Really Takes to Improve Sales Results Permanently
…were beyond the control of the people doing the work, including the quality of raw materials, the uneven performance of equipment, and the demands of the ordering and expediting functions. The quality movement (TQM) and…
SPIF Tips #41: How to Solve the Biggest Sales and Marketing Problem
…take into account the fact that prospects and customers might want to use web pages, apps, salespeople, print ads, Adwords™, cold calls, self-assessments, samples, demos, lunch-n-learns, boardroom presentations, or something else. The real issue is…
SPIF Tip #42: Five Steps Guaranteed to Increase B2B Sales Revenue and Margins
…Pieces in Your Standardized Work” *I referred to this as the “Tribal Knowledge” stage in Sales Process Excellence, pg 279. ** I wrote about this in Chapter 3 of Sales Process Excellence, pgs 55-64….
SPIF Tip #45: Beware What You Measure About Sales Performance
…close ratio. Noting that lowest performer was noticeably lower than the rest, my statistician told me privately, “The client should probably fire that guy.” When we showed the bar graph (which included individual’s names) to…
Unstoppable-Home
…a competitive advantage. Don’t let old fashioned sales and marketing management ideas limit your company’s growth. B2B Sales and Marketing isn’t getting any easier. “The customer journey however, isn’t linear any more …. It’s more…
SPIF Tip #59: Changing Up a Sales Team Call
“Did that turn out better than you expected?” asked Jorge. “Absolutely,” said Steve. “Did you see Sally lean in when you described your account, Ambro? Plus, she was asking questions and wondering how to apply…
How to Make Salespeople 25% More Productive in 90 Days or Less
…and determine whether you’ll win or lose https://salesperformance.com/member-services/feb-26-webinar In this webinar, you’ll learn an approach that has achieved some astonishing results: • 90%+ forecast accuracy where ever it has been used • Works at the…
Is a sales process the same as a sales methodology?
…“process.” Most people miss it: The dictionary definition of “process” is “a pre-defined procedure.” Same as “methodology,” this meaning addresses a class of activities called “tasks.” A “business process,” however, must also deal with a…
