Michael Webb
Michael Webb
Champions Training October 17, 2013
Champions Training October 17, 2013 Thank you for attending the Customer Team Excellence Champions Training we prepared for you. Click on the icon to download the final version of the workshop slides – including your feedback notes.
How Do You Map A Sales Process?
Mapping a sales process (or designing it) is pretty simple, at least at first. The difference with a sales process is that it must benefit both you and your customer simultaneously. The key is to keep your customer in mind at all times.1. Prepare to map the process.Despite the stories about salespeople out on the […]
A Strategic Approach to Better Business Results
As the Rate of Change Accelerates… Oscar Wilde described a cynic as “someone who knows the price of everything and the value of nothing.” For business leaders this is no laughing matter. Organizations that understand how customers perceive value can create, deliver and communicate it better than internally focused / financially managed firms.
How to Make Marketing Indispensable
At its conference last year Marketing Sherpa hosted Kelly Harmon, VP of Marketing at Carousel Industries who presented a talk titled “How to Make Marketing Indispensable – Strategies for Turning Your Sales Team Into Your Biggest Fans.” (24 minutes – a written summary provides highlights) I thought this was an outstanding display of insight to […]
How can Lean and Six Sigma help us increment our market share?
Hector, a sales and marketing manager for a company that makes heating equipment asks: How can Lean and Six Sigma help us increment our market share? I called Hector, and he explained his problem this way: “Our product has great market share in the residential market. My job is to grow the business in the […]
Want to Grow Your Business? Tie Decisions to the Evidence in Sales and Marketing
I ran across a classic article a couple days ago that should be required reading for executives trying grow their business more confidently and predictably. It was written in 1993 by Myron Tribus, who was head of MIT’s Center for Advanced Engineering Study at the time Deming’s (also classic) “Out of the Crisis” was published […]
What Distinguishes Sales Process Excellence from Sales Process Engineering?
The term “sales process engineering” was defined nicely in a paper written by Dr. Paul Selden in 1994: Sales process engineering is the systematic application of scientific and mathematical principles to achieve the practical goals of a sales process. Engineering is practical. It applies whatever scientific knowledge is available and relevant to a given problem. […]
Is [Lean process excellence] relevant to a Sales and Marketing Environment?
A question from one of our readers… “Is it relevant to a Sales and Marketing Environment?” Lean process excellence originated in manufacturing. It is a means of getting more productivity from fewer resources; by understanding and improving the way work is done. The means of understanding and improving how work is done definitely applies to […]
Sales Process Mapping Ideas to Consider
By Michael J. Webb Process mapping, in general, is a technique for creating a common vision and shared language among team members within an organization or project with the goal of improving business results. I have seen management training and development firms realize that people working in their sales department had cross purposes. The results […]
Process Steps (also called Standard Work)
A process is a set of activities, through which work flows, aimed at a common result. The purpose of a process is to enable learning and improvement. The process is a management tool, because it enables the workers to communicate to the manager exactly how they plan to achieve improved results. The process is a […]
