Michael Webb
Michael Webb
Professional Members Discussion Chapter 4
What VOC Do You Have, and How Could You Use It?From my perspective, the view of VOC presented in chapter 4 is one of the most important characteristics of the book. Voice of Customer is coming into your organization from many, many directions all the time. How well does your company use VOC you already […]
Discussion: Concepts that Change People’s Thinking
Why the “black box” theory of sales and marketing is wrong. Thanks for visiting this page. I want to explain why (for me) chapter three is the most important in the book. For ages (literally), we’ve been taught to believe: Whatever happens between someone’s ears is “subjective” rather than objective. (Since words they use can […]
Discussion: Bringing Process Excellence to Sales
How can a scientific approach improve sales and marketing productivity? To improve my effectiveness selling MRP/ERP systems many years ago, I earned certification with the American Production and Inventory Control Society (A.P.I.C.S., now the Society for Supply Chain Management, A.S.C.M.). It was rewarding to be around people applying scientific theories and succeeding. One fellow literally saved the […]
Discussion: A New Perspective on Sales and Marketing
Why process excellence isn’t just something you “try.” Perhaps you recognized some of the alarming management errors described in chapter 1? You likely hope to avoid similar situations. Or you may just want to make managing your firm less difficult. Regardless, if a book is to be of value it must explain and simplify things. […]
Do We Have the Bandwidth to Implement Process?
A founder and CEO of a global transportation services company asked this very interesting question: • Do we have the bandwidth to implement process while the selling wheel must keep turning? Every company faces conflicts with time and resources when beginning to implement process excellence. Their people tend to perceive process as extra work they […]
What is the most effective way to get sales leadership to buy into lean process excellence in sales?
A reader asked: What is the most effective way to have sales leadership buy into lean process excellence in sales? This is an important question, and I’ve answered it before (link1, link2, and link3). An interesting experience with an editor recently relates directly to this issue. The fellow did not have much background in B2B […]
Why are improvements difficult to create in sales and marketing
Most companies don’t even try to measure productivity in sales and marketing. This prevents them from ever actually improving anything. This article asks and answers the question why this happens. The answer is not what most people think.
How Do You Sustain The Lean Process Initiative Long Term
Sustaining improvements in sales and marketing requires "step-after-next" thinking. Of course you must lead the teams to define their problems and solve them based on evidence. Then what? How can the team sustain the gains? More importantly, why should they? This article provides the answer.
How To Take Time Needed For Lean Strategies When You Have Few Resources And So Little Time
People who want to get started with lean process excellence think it is time consuming and difficult. But it is really very simple. This article tells you how.
How To Turn Sales Around In The Shortest Possible Time
This article tells you what do to if you have a sales problem, and need to solve it in the shortest time possible. The answer is probably not what you think.
