Michael Webb
Michael Webb
How Do You Transfer What You Have Learned In Manufacturing To Sales
The good news is, the data driven critical thinking skills you learned in process excellence applied to manufacturing can and do apply to sales and marketing. The bad news is, the goal of the work and how it is accomplished is entirely different. So get ready to learn!
How To Add Customer Value Throughout The Sales Funnel
Selling can create value for people – it doesn’t always require salespeople, much less pushy ones. Michael Webb answers a reader’s question about how the selling adds value throughout the entire sales funnel.
What Is The Best Way To Get Buy In With Lean And CRM In General
Executives often have difficulty getting buy in for Lean, CRM, and other initiatives in sales and marketing. This article describes simple measures that win the hearts and minds of customer-facing workers.
Do Highly Successful Companies Use Process Management Tools in Marketing and Sales?
Do highly successful companies use process management tools in marketing and sales? You bet they do. Whether they know they are doing it is another matter, however. In fact, when companies TRY to apply lean and process tools to sales and marketing, they often get it wrong. Read this and you’ll get it right.
How to Get Sales & Marketing Leader’s Commitment in Lean Initiatives
You cannot win sales manager’s (or salespeople’s) hearts and minds unless you can help them sell. This requires getting inside their skin, and helping them define their problems in more productive ways. Their hearts and minds will follow.
Five Questions For Maximizing Your Sales Production System
What parts of your sales operation are working well? What parts are the most frustrating? Here are five important questions that will make your sales and marketing more productive. Fixing any of these five areas will produce big returns for your organization.
How Does Lean Apply to Marketing?
Wikipedia defines “Lean”, as “A production practice that considers the expenditure of resources for any goal other than the creation of value for the end customer to be wasteful, and thus a target for elimination.” The American Marketing Association defines “Marketing” as “A set of processes to create, deliver and communicate customer value and manage […]
How To Diagnose What Is Going Right – And Wrong – In Your Sales Production System
Lots of companies feel pressure at some time or another to improve the effectiveness and productivity of their sales force. Unfortunately, instead of diagnosing what is really going on, they just jump in with presumed solutions instead: sales or negotiation training, CRM software, lead generation, or some other of the Usual Fixes. Unfortunately, the success […]
Successfully Transform to a Lean Culture in Your Sales Organization.
A reader asked this question: How to successfully transform to a lean culture in our sales organization? When you start thinking about it, this is a pretty juicy question. An awful lot has already been written “How to successfully transform to a lean culture.” So, first let’s get our arms around that. One of the […]
Is Diagnostic Consulting Better than Solution Selling?
A reader named Brian asked: Have you found that diagnostic consulting is more effective than solution selling when working with prospective clients? Answer: Yes. This is a perceptive question, I appreciate the fact you are asking it. There is bad news and good news in the answer. First, the bad news. Diagnostic consulting for […]
