Michael Webb
Michael Webb
Engaging Sales Managers in Process Improvement
Question: How can you best engage sales managers in process improvement when they face so many competing priorities, such as considering new market initiatives, overseeing changes in software systems, and, of course, reaching sales goals? Process excellence leaders struggle with this question because they’ve been trained to start with “defining the problem” by gathering data […]
How is Lean Different From Other Sales Process Methodologies?
Lean is about relentlessly increasing productivity. This doesn’t just mean eliminating waste. It also means increasing the value perceived by the customer. Lean thinking begins with what the customer wants, and works backwards from there. Accordingly there are four major differences between a Lean approach to sales and marketing, and traditional approaches you might be familiar with:
Getting Other People To See The Value Of Lean and Six Sigma
Question: "How do you get other people to see that Lean and Six Sigma are not just for manufacturing functions?" Answer: Stop talking about Lean and Six Sigma!
Three Key Changes To Realize Quick Sales Improvements
Lean process excellence enable leaders and managers to identify and gather data, distinguish value from waste, and fix sales and marketing problems quickly.
What Changes Will Create Quick Sales Improvements?
A reader if there are changes that will create quick improvements in sales. In fact, there are, if you have the right data.
Frequently Asked Questions
Fourteen frequently asked questions about applying process improvement (and Six Sigma) to finding, gaining, and keeping customers. Ask me your question about sales process improvement in the dialog box at the right, and I’ll do my best to give you an answer.
Financial Impact
Sales processes can be studied like any other business process. Hard data enables financial insights so managers allocate sales and marketing resources better.
How Customer Value Maps Make Marketing and Selling Easier
Companies lose their edge because they focus on their products, rather than on their customers. Customer value mapping is a great way to keep your eyes on the ball.
Customer Value Mapping (Business Value Mapping)
How to make B2B sales and marketing easier: A step-by-step approach to mapping customer value. Value is about much more than just the product.
Aha Moments About Lean Six Sigma In Sales and Marketing
The systems thinking of lean and six sigma leads companies to experience "aha moments." You can make these breakthroughs happen for more people more often.
