Michael Webb
Michael Webb
Five Ways to Minimize Sales and Marketing Frustration, Waste, and Cost
What steps of your sales and marketing process produce the most cost, waste, and frustration? Here are five important mistakes you can work on to make your sales and marketing more productive. Fixing any of these five areas will produce big returns for your organization. 1) Observe the Use of Your Product in the FieldDeveloping […]
Don’t Bother Helping Customers Buy Help Them Solve Their Problems Instead
Don’t Bother Helping Customers Buy – Help Them Solve Their Problems Instead Like it or not, we have all changed how we do business and solve problems. We look for – and find – the information we need on search engines and websites (for free). We get as much of this information as we can […]
B2B vs B2C: What Are the Similarities and Differences in Sales Process Design? Part 2
Hello, 2007 has been a fantastic year, but this is the last SPIF! Newsletter you’ll receive until January 8th. Thank you for paying attention, sending us your questions and comments, and filling out our surveys. You’ll see the results of your input starting in January. On behalf of the Sales Performance Consultant’s Team, I wish […]
B2B vs B2C: What Are the Similarities and Differences in Sales Process Design?
Hello, I almost didn’t make my newsletter deadline this week. I was in Canada last week, had interviews from Managing Automation Magazine and was a guest speaker for one of Dan Kennedy’s new information products on designing sales processes (Yes, that is my excuse! :-). Thankfully, I believe I’ll be in town until at least […]
Need to Improve Salespeople’s Behaviors? Don’t Bother with Sales Training or CRM Until You Face the Facts
Hello, I hope your year is winding up well. After next week, with only a few weeks left, people’s attention will turn to holiday parties and planning for next year. I’m off to Canada again for the week, and I hope to write up a case example for you about this project soon. Our goal […]
Need to Improve Salespeople’s Behaviors? Don’t Bother with Sales Training or CRM Until You Face the Facts
Need to Improve Salespeople’s Behaviors? Don’t Bother with Sales Training or CRM Until You Face the Facts Have you ever wondered, what is the best way to incorporate sales training methodologies in a CRM system? Sometimes the question comes when a company wants a better return from their CRM software. Other times it comes from […]
Nurturing–The Secret to Doubling Your Sales Conversion Rate
One of the maxims of direct marketing is that repetition works, and here is proof: Last week I mailed out two versions of this newsletter: one to those of you who already responded to the previous week’s survey request, and one to those of you who haven’t, yet. The response rate doubled. Of those of […]
Three Question Strategies to Make Your Sales Funnel Flow Faster
Michael Webb surveys sales methodologies to point out the characteristics which work, and why.
Four Prerequisites for Solving Age-Old Sales and Marketing Problems and How to Implement Them
Michael Webb provides four prerequisites for getting changes to happen and performance to improve in a sales organization.
How to Use Sales Process Measurement to Improve Marketing and Selling Results
How to use measurement techniques to make the sales funnel flow faster.
