Michael Webb is an internationally known author and management consultant. He brings data-driven management approaches to sales and marketing organizations. He worked in sales, sales training, and sales management in five industries before founding his consulting firm.
When exposed to production improvement methodologies (e.g., Six Sigma, and Lean) he saw parallels to B2B sales production. He pioneered ways of helping sales teams distinguish value from waste. He also created ways for sales teams to develop operational definitions. These enabled continuous improvement in sales productivity, forecast accuracy, and other metrics.
His approach recognizes the critical role beliefs play in the behaviors of sales and marketing people as well as customers. He engages front-line salespeople, managers, and executives as well as cross-functional teams.
His 2006 book Sales and Marketing the Six Sigma Way earned 4.5 stars on Amazon and sold more than 21 thousand copies. His 2014 book, Sales Process Excellence earned the prestigious Shingo Research Award. His articles range from sales quality and process to reducing waste and capitalizing on customer value. They draw on his experience working with direct and channel sales and marketing teams of large and small companies.
Ross Kennedy, Senior Consultant
Ross is a veteran of B2B multi-step distribution organizations serving major accounts and retail organizations. He is an expert in marketing and sales support, research analysis and reporting for primary, secondary and internal data. He has worked extensively in systems mapping and analysis of customer journeys, program launches and complex work flows bridging sales, marketing, operations, technology and finance and legal functions. His projects involve everyone from senior management to individual salespeople, and have spanned customers in automotive, production, retail and service industries.
Don Carli, CEO & Founder, Nima Hunter Inc., New York, NY
Don provides retainer-based advisory services supporting development and deployment of Voice of Market and Voice of Customer data to drive business transformation, innovation, operational improvement, M&A and sustainable growth strategies. He leads distributed cross-functional teams, to collaborate with senior executives and key stakeholders in resource-constrained environments that have high levels of uncertainty. Clients include Adobe, Agfa, Canon, Dickinson Press, DuPont, Fujifilm, IKEA, International Paper, New York Life, Saatchi & Saatchi Advertising, Time Incorporated, Xerox and many others.