Michael Webb
Michael Webb
What Lean Process Leaders Ask About Sales Process Excellence: #4 How to Implement Lean?
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 #5 How Do We Sustain Sales And Marketing Improvements? This week, we deal with the next most popular question: #4: […]
What Sales and Marketing Asks About Sales Process Excellence – #5 How to Sustain Improvement?
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. Most of them already have some idea what “Lean process” means. The fifth most important question they asked is: Question #5: How Do We […]
How to Spread Sales Process Excellence to Multiple Sales Offices
Michael Balle recently wrote a wonderful answer to the question: “HOW DO YOU SPREAD A LEAN TRANSFORMATION FROM ONE SITE TO MANY?” His answer is that you basically have two choices: Roll Out, or Enroll This applies equally to sales and marketing as well as to manufacturing production.
What General Managers Ask About Sales Process Excellence: #5 How to Start?
General Mangers have asked us asked us a lot of questions about sales and marketing over the years. We’re counting down the top five questions, and providing the answers. Most of them are really curious about how lean applies to sales and marketing. The fifth most important question they asked is: Question #5: Where […]
What Lean Process Leaders Ask About Sales Process Excellence – #5 How to Sustain Improvement?
Lean Process Leaders have asked us asked us a lot of questions about sales and marketing over the years. We’re counting down the top five questions, and providing the answers. Most of them are really curious about how lean applies to sales and marketing. The fifth most important question they asked is: Question #5: […]
Lean Strategy Integrates Manufacturing and Sales
Michael Ballé is one of the best writers in the Lean movement. In a recent column, he answered a fascinating question: “Is there a Lean strategy?” Amazingly, his answer went right to the sales and marketing perspective. I couldn’t resist pointing out why the “strategy” inherent in Lean is under appreciated.
Have You Read SPC’s Most Popular Posts of 2014?
Most Popular Posts of 2014 These are the posts that got the most views in 2014 on www.salesperformance.com. How to Avoid the Four Most Common Mistakes of Sales Process Mapping. How is Lean Different From Other Sales Process Methodologies? Can Six Sigma Work in a Sales and Marketing Environment? How Do You Map A Sales […]
Sales Process Excellence Submitted for Shingo Prize
Submission for Shingo Prize™ Research Award Application (Sales Process Excellence, by Michael Webb) My new book has not yet won the Shingo Prize. However, you might like reading the application. I say that because my answers to the questions in the Shingo Prize application do a good job of characterizing operational excellence. It is not about […]
We Have Met the Enemy of Sales Performance, and He Is Us
Needless to say, trying to measure and improve sales and marketing performance can be frustrating. You have to get people you may never even meet to pay attention, and ultimately to give you their money. Parts of it happen via media, such as a website, or in geographically disbursed customer locations. By definition, you do […]
Selling Power TV Interview: Does Your Sales Process Create Value?
Gerhard Gschwandtner interviews Michael Webb on Selling Power TV: Download the full transcript here: Does Your Sales Process Create Value transcript This was a great opportunity to explain Sales Process Excellence in a nut-shell. Let me know what you think! And, visit https://www.sellingpower.com/Cloud to subscribe to Selling Power Magazine. Order your copy of Sales Process […]
