Michael Webb
Michael Webb
Book Review: "Sales and Marketing the Six Sigma Way" by Michael J. Webb with Tom Gorman
This book demonstrates that aligning your selling activities with the customer‘s buying activities wins more business, and lets you measure and analyze why.
Nurturing – The Secret to Doubling Your Sales Conversion Rate
Companies waste millions in their lead generation campaigns by assuming the goal is generating today’s prospects. They should nurture future prospects too.
Need to Improve Salespeople’s Behaviors? Don’t Bother with Sales Training or CRM Until You Face the Facts
Why traditional fixes work so poorly in sales and marketing, and what you can do to improve results now.
Three Proven Tactics to Get Salespeople’s Cooperation in Launching New Initiatives
by Michael J. Webb (pdf of this article) One of the most common questions from executives trying to improve sales and marketing results is this: “How can we get our salespeople’s cooperation in our new (blank) initiative?” Whether you are trying to implement process improvement, CRM, a product launch, or a lead generation campaign, getting […]
Five Ways to Minimize Sales and Marketing Frustration, Waste, and Cost
Starting with where your customers and salespeople really are, rather than where you wish they would be, always improves results.
Seven Ways to Permanently Improve Sales
Stepping back to see the context of sales and marketing reveals often overlooked ways to get better results.
Sales Kaizen Permanently Improves Salespeople’s Access to Big New Accounts
The impact of a good sales methodology can be made more powerful, and more permanent through a kaizen approach.
Grow Your Business and Lose the Fat by Putting Marketing and Selling on a "Lean" Diet
Lean thinking doesn’t just apply to manufacturing. A great case study of a business that changed its fortunes by changing the way it sold its product!
The Role of the CEO in the Sales Process
by Michael J. Webb (pdf of this article) Many CEOs see themselves as chief revenue officer (especially in tech companies) or at the least feel very consumed by this challenge. Many have been very successful in their careers by bringing order to chaos, yet they can seem paralyzed by the chaos in sales and marketing. […]
When Your Customer Becomes Your Enemy
Problem-solving efforts begin at the definition of the problem. In sales and marketing organizations, this is slippery ground. That’s because in their culture the meanings of words like "problem" and "solution" are generally interchangeable (especially in American companies).
