Michael Webb
Michael Webb
The Hidden Obstacle to Improving Sales Performance: Systems Thinking
Michael Webb responds to reader’s questions on why sales organizations are so hard to improve. The article illustrates systems thinking in six situations.
Why Is It So Hard to Create Improvements in the Sales Department?
Readers object to the word "easy" and they don’t mean the same thing by the word "sales process." Why is it so hard to improve results in the sales department?
Six Easy Ways to Boost Your Company’s Sales Results
I hope the spring weather has reached your area. We’ve finally had rain here in Atlanta, and the buds and blooms are vigorous. Recently, a reader asked: “What is the 20% of sales process improvement that generates 80% of the results?” It’s a great question, because it is the right way to think about business […]
Six Easy Ways to Boost Your Company’s Sales Results
What is the 20% of sales process improvement that achieves 80% of the results? Here are the six critical elements of a high-performing B2B sales process.
Are You Improving Your Selling System? (Or Repeating the Same Old Grind?)
Working IN a sales and marketing system has limited ability to improve productivity. To do that, you must work ON the system. Article provides examples.
Quick Sales Productivity Boosts
When trying to improve sales productivity, many people overlook things to improve the flow of business, such as lead generation and nurturing. A webinar invite.
Quick Sales Productivity Boosts
If you are a salesperson, and you need a productivity boost, there are lots of possibilities, such as better meeting preparation, more practice presenting, maintaining your relationships, and working to become more organized. However, what if your entire organization needs a sales productivity boost? What can an organization do? Contests and sales training are obvious […]
The Last Thing a Fish Discovers is Water
Last week’s blog post “Why People Are NOT Your Most Important Asset” created some strong reaction. Here is an example:
The Last Thing a Fish Discovers is Water
Michael Webb reacts to a reader’s comment on last weeks article "WHy People Are NOT Your most Important Asset."
Need More Traction with Prospects?
Why Prospects Don’t Understand Your Value – And What You Can Do About It All too often businesses launch products, promotions, and proposals that do not achieve their goals. When that happens, cost of sales goes up and confidence goes down. Everybody has to work harder. Years ago I saw that happen multiple times at […]
