Michael Webb
Michael Webb
Can Social Networks Improve Your Sales Process?
Social networks are noisily having such an impact on the Internet and on sales and marketing in general, so I’ve been checking them out. If you are already familiar with Linked-In or Twitter, for example, you might wonder what took me so long. If you are like a lot of other people, however, your BS […]
Engineers, Inner City Schools, and Gaining Salespeople’s Cooperation: Part 2
Bill Zeeb from Switzerland wrote me last Friday afternoon to say: "… the education piece this week, while hitting home, drifts from your sales focus." Trust me, Bill, in part 2 below, things will come into focus again! In fact, the lesson in here is one of the most important in all of sales […]
Engineers, Inner City Schools, and Gaining Salespeople’s Cooperation: Part 2
Bill Zeeb from Switzerland wrote me last Friday afternoon to say: “… The education piece this week, while hitting home, drifts from your sales focus.” Trust me, Bill, in part 2 below, things will come into focus again!
Engineers, Inner City Schools, and Gaining Salespeople’s Cooperation: Part 1
Dean Kamen is an engineering genius. What many people don’t realize is that he is also a genius as a salesman. Below is link to three killer videos illustrating what I mean.* First: Two Videos If you haven’t seen these before, get ready to be mesmerized as Dean tells the story of developing […]
Engineers, Inner City Schools, and Gaining Salespeople’s Cooperation: Part 1
Dean Kamen is an engineering genius. What many people don’t realize is that he is also a genius as a salesman. Below is link to three killer videos illustrating what I mean.* First: Two Videos If you haven’t seen these before, get ready to be mesmerized as Dean tells the story of developing […]
What Germ Theory Can Teach You About Your Sales Process
A seminal article appeared in an American management journal in the late 1980s: The Germ Theory of Management by Myron Tribus. When I read that article, I was amazed to learn that when germ theory was discovered in the late 1800s, it was not welcomed by the medical profession! Tribus drew a brilliant analogy between […]
How to Conduct Your Sales Force When Sales Training Is the Wrong Answer
How do you decide how many salespeople you need? What their quotas should be? How big their territories should be? For that matter, when you are launching a product or expanding into a new market, how do you know whether your new salespeople are doing the right things or even whether they are doing things […]
Straight Talk from the Experts
Hello, I thought you would like to hear this interview I recently did for Stepp Sydnor’s TurnAround Radio. Click on the link http://tinyurl.com/6qcpcd to hear the interview!
The 1849 California Gold Rush, Learning to Sell, and the Voice of the Sales Force
This has been a great summer so far–I hope it has been for you too. Plenty of time in the last two weeks to re-think and re-write, a breather before the busy fall season cranks up. In any business, it takes time (and effort!) to reflect, discuss, and articulate value. Language is everything, because prospects […]
Does Anybody Use Six Sigma in Sales and Marketing?
Here’s an interesting posting from Linked In you might not have seen: Ray Stahl, Director of Business Development at Xiotech Corporation, asked this question: Does anybody use Six Sigma in Sales & Marketing? I am interested to see if Six Sigma, which was very popular based on GE’s Jack Welsh driving billions of dollars to […]
