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How Customer Value Maps Make Marketing and Selling Easier
…of detail. Customer Value Mapping is such a method, because it begins with insight into “value.” To really understand value, you must ask, “To whom is it valuable?” and “For what is it valuable?” This…
Subscription Manager
How often do you want to hear from us? [tcb-script src=”https://m415.infusionsoft.app/app/webTracking/getTrackingCode?b=1.70.0.591171-hf-202309181141″ type=”text/javascript”][/tcb-script][tcb-script src=”https://m415.infusionsoft.app/app/webform/overwriteRefererJs?b=1.70.0.591171-hf-202309181141″ type=”text/javascript”][/tcb-script][tcb-script src=”https://m415.infusionsoft.com/resources/external/recaptcha/production/recaptcha.js?b=1.70.0.591171-hf-202309181141″ type=”text/javascript”][/tcb-script][tcb-script async=”async” defer=”defer” src=”https://www.google.com/recaptcha/api.js?onload=onloadInfusionRecaptchaCallback&render=explicit” type=”text/javascript”][/tcb-script][tcb-script type=”text/javascript”]function submitWebForm() {var form = document.forms[0];var resolution = document.createElement(‘input’);resolution.setAttribute(‘id’, ‘screenResolution’);resolution.setAttribute(‘type’, ‘hidden’);resolution.setAttribute(‘name’, ‘screenResolution’);var resolutionString = screen.width…
Seven Ways to Permanently Improve Sales
…you don’t currently provide. Ask yourself, for example: Often your salespeople say no to customers? What things your customers want, but don’t think you can (or will) offer? What workarounds does your customer employ as they…
“Sales Process Excellence” by Michael Webb Receives Shingo Research and Professional Publication Award
…in registering to attend the 27th International Shingo Conference may visit www.shingo.org. Visit www.salesprocessexcellence.com today, to get your copy or download the Intro and Chapter One for free. Let me know what YOU think! Michael…
Six Easy Ways to Boost Your Company’s Sales Results
…Your Customer’s Journey Ever since I read Hugh Macfarlane’s book, “The Leakey Funnel,” I’ve harped on this issue. Every day, companies waste millions of dollars on ads no one reads, cold calls no one wants,…
Got a Technical Team? Here’s a Great Way to Help Them Sell
…I first got here in June of 2007,” he said, “everyone told me ‘The problem we’re having, Burke, is that we’re struggling for budget dollars.’ That is what it looked like to them. “However, I…
Got a Technical Team? Here’s a Great Way to Help Them Sell
…I first got here in June of 2007,” he said, “everyone told me ‘The problem we’re having, Burke, is that we’re struggling for budget dollars.’ That is what it looked like to them. “However, I…
Whitepaper
…objects” that don’t pay off (like CRM, sales training, enablement, content marketing, artificial intelligence, etc.)?Traditional sales and marketing approaches are failing in the age of search engines, social media, and mobile devices. Today, policies like…
Home-Test-6
…of reason and logic, like respect for people, understanding data and variations, and a method for learning (experimentation). Complete the opt-in at the upper right side of this page now. SPC, Inc., helps B2B companies…
SPIF Tip #31: Sales Problems Are Probably Not Caused By Your Sales VP
…Danfoss, Wacker, Pentair, as well as many other B2B companies. His newest book, Sales Process Excellence earned the Shingo Research Award in 2015. Learn more at www.salesprocessexcellence.com. Michael can be reached at www.salesperformance.com/contact-us [1] A…
