Michael Webb
Michael Webb
Selling Power TV Interview: Does Your Sales Process Create Value?
Gerhard Gschwandtner interviews Michael Webb on Selling Power TV: Quote for General Managers: “A process approach is a method of finding out what does the customer want, how do we figure out a way of keeping our own company from not giving it to them, and then making that a path that is easier to […]
Selling Power TV Interview: Does Your Sales Process Create Value?
Gerhard Gschwandtner interviews Michael Webb on Selling Power TV: Quote for Lean Process Excellence managers: “What happens in organizations is that the [production] bottleneck, when you uncover it, you solve it, and then the bottleneck moves to someplace else, and you solve that, and that is how performance improves. And that is one of the […]
Selling Power TV Interview: Does Your Sales Process Create Value?
Gerhard Gschwandtner interviews Michael Webb on Selling Power TV: A quote for sales and marketing managers from this interview: “Most people think that process is about discipline, making sure the sales guy does this, that, and the other thing. And, I don’t believe that. Process is about creating value. “Really good salespeople can invent ways […]
Applying Process to Sell Leases for a Real Estate Development?
A reader asked “How can this process apply to a new construction to lease up a new real estate development project?” I haven’t worked in real estate, but I’ve bought and sold enough houses to know the same principles hold.
NOV 1 UDR Discussion
Objective: Clarify UDRs around problems defined at last meeting Usage of time, lead generation, CRM Attendees: Frank Albertson, VP Sales Samantha Martin, Process Excellence Leader Michael McKinzie, National Accounts
Oct 14 Discovery Orientation
Objective: Calibrate the Guided Discovery method, for SPC, Inc. Attendees: Robert Smithson, President Frank Albertson, VP Sales Samantha Martin, Process Excellence Coordinator
How to Conduct a Kaizen Event in Sales and Marketing
Step-by-Step Instructions for Implementing Change Effectively
Sales Process Excellence at Danfoss
Speaker: Randy DeSpain, Director, Quality & Process Excellence, Global S&M Danfoss Power SolutionsDate: TBDTime: 10:00am ET Danfoss is the only organization I know of in the world that actually has a process excellence department devoted exclusively to sales and marketing. Just exactly why did this $6 billion organization decide to set up such a department, and staff it […]
