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The Role of the CEO in the Sales Process
…marketing deals with people (customers), who are often driven by emotions (and relationships) in their decision-making process. Some of those things are true: Sales and marketing does deal with people (customers), and people often do…
After 13 Years, The Shingo Award
…spent seven years with a really great sales training company (www.IMPAXcorp.com). Professionally, it was tremendously challenging. Personally, it was rewarding. And although I loved working there, I learned I wasn’t a sales trainer at heart. All…
Five Assumptions that Prevent B2B Sales and Marketing Improvement – And How Process Excellence Avoids Them
…Usual Fixes,” (sales training, compensation programs, CRM software, personnel changes, territory realignment, etc.). Placing your bets and taking your chances without analyzing the data is gambling. This mentality is why the job of the Sales…
5 Assumptions that Prevent B2B Sales and Marketing Improvement
…likely to fall prey to purveyors of what I’ve often called “The Usual Fixes,” (sales training, compensation programs, CRM software, personnel changes, territory realignment, etc.). Placing your bets and taking your chances without analyzing the…
SPIF Tip #30: How you can help sales leaders become more critical thinkers
…example: A Sales VP says, “My salespeople spend too much time on the wrong accounts.” Can you spot their mistake? What, exactly, is “too much time?” What does “wrong account” mean? Unfortunately, those words are neither observable,…
About “Sales and Marketing the Six Sigma Way”
Written by Michael J Webb with Tom Gorman Released by Kaplan Publishing (formerly Dearborn Trade Publishing) Aug 1, 2006 ISBN: 1419521500 298 pages Press Release 6/30/2006: htm pdf…
Can Your Marketing and Selling Process Be Improved?
…the measurement, analysis, and systematic approaches that make these methods scientific. For example, Six Sigma rests upon a five-step process called DMAIC (de-may′-ik): Define, Measure, Analyze, Improve and Control. Lean systematically eliminates activities that don…
What Is Lean Six Sigma, and Why Should Strategic Account Managers Care? Part 2
…Way Your Salespeople Will Love!) https://salesperformance.com/ExecBriefing.aspx ——————————————————————————————– Making Sales Truly Consultative Many companies talk about bringing a consultative approach to their sales efforts, but this often amounts to mere positioning rather than actually helping the…
Customer Value Mapping (Business Value Mapping)
…Leavitt’s goal of becoming “customer-creating and customer-satisfying organisms,” companies need a systematic way to generate and leverage first-hand knowledge of what customer businesses value. This means answering the questions, “Value to whom, and for what?”…
