Michael Webb
Michael Webb
A Forty Percent Profit Increase With Fewer Proposals
You’ve spent over $75 with me. When the book arrived, I’m sure it landed on your desk with a thud. Now my job is to make things as easy as possible for you. For example, a medium sized B2B company started working with me a few months ago. Fast forward to today: They expect profits to increase by […]
Why Sales and Marketing Needs Operational Excellence
Every year CSO Insights (a research company for chief sales officers) conducts a study on sales management1. In 2014, the average win rate of forecasted deals across all companies was 45.9 percent, virtually the same as the 45.7 percent achieved in 2013. In other words, the average CEO would be better off placing “pass” bets […]
The Five Most Critical Sales Process Problems, and How Management by Process Can Solve Them For Good
As the pace and complexity of the business world accelerates, more companies are struggling to improve their sales and marketing performance. Many sales VPs of companies who are leaders in their markets face a similar concern: “Our sales managers intuitively know our sales process. However, our business is getting more complex and I think there […]
After 13 Years, The Shingo Award
Back in 1996, after 20 years in industry, I was tired of working sixty hours per week as a salesman and sales manager for people who cared if I made my number, but couldn’t assess the odds I faced or if I was doing a good a job. The worst part was when my employers kept throwing […]
“Sales Process Excellence” by Michael Webb Receives Shingo Research and Professional Publication Award
LOGAN, Utah – April 17th, 2015 – The Shingo Institute, part of the Jon M. Huntsman School of Business at Utah State University, has awarded Michael Webb with the Shingo Research and Professional Publication Award for his work “Sales Process Excellence.” Webb is president of Sales Performance Consultants, Inc., an Atlanta-based thought leader in the […]
Shingo Examiner Feedback on “Sales Process Excellence”
Submission Title: Sales Process Excellence Author Name(s): Michael J. Webb A team of Shingo examiners has provided the following feedback. The team rated the submission based on the following categories. Content Contribution to new knowledge and understanding of operational excellence Michael Webb has articulated the why and how of continuous improvement in a context and […]
Why Sales and Marketing Needs Operational Excellence – Four Principles That Make Sales Funnels Flow Faster
Every year CSO Insights (a research company for chief sales officers) conducts a study on sales management1. In 2014, the average win rate of forecasted deals across all companies was 45.9 percent, virtually the same as the 45.7 percent achieved in 2013. In other words, the average CEO would be better off placing “pass” bets […]
What Sales and Marketing Asks About Process Excellence – #1 How to Get Buy-In?
Sellers and marketers have asked us asked us a lot of questions about Lean process excellence over the years. We’re counting down the top five questions, and providing the answers. Last week we answered question #2 How Does Lean Process Thinking Work In Sales And Marketing? This week, we deal with the most popular question […]
What Lean Process Leaders Ask About Sales Process Excellence – #1 How Does It Work?
Lean Process Leaders have asked us asked us a lot of questions about Lean process excellence over the years. We’re counting down the top five questions, and providing the answers. Last week we answered question #2 How Does Lean Process Thinking Work In Sales And Marketing? This week, we deal with the most popular question: […]
