Michael Webb
Michael Webb
Business Week Gets Six Sigma Wrong
Unfortunately, six sigma is often misunderstood by the business community, as illustrated by this example.
Clarifying Things That Count: How to Use Qualification Criteria to Improve Your Salespeople’s Results
How applying qualification criteria properly can create dramatic improvements in sales results.
Clarifying Things That Count: How to Use Qualification Criteria to Improve Your Salespeople’s Results
How applying qualification criteria properly can create dramatic improvements in sales results.
Is It time to Apply VOC to your Sales and Marketing Processes?
How and why to apply voice of customer techniques to your customer‘s journey: to improve sales results.
Banish the Waste from Sales and Marketing: Think Different!
Ways to think about sales and marketing that make identifying and eliminating waste easier.
BPTrends.com Gives "Sales and Marketing the Six Sigma Way" Top Rating
Paul Harmon of BPTrends gives a glowing review of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006) by Michael Webb and Tom Gorman.
BPTrends.com Gives “Sales and Marketing the Six Sigma Way” Top Rating
Paul Harmon of BPTrends gives a glowing review of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006) by Michael Webb and Tom Gorman.
Why Your Sales Process Cost Matters, and What You Need to Know to Get It Right
An explanation of how to measure the cost of sales production (process costing model), and why this is so important for executives.
What Value Does Your Process Create for the Customer?
Would a customer be willing to pay for your sales and marketing efforts? This article describes the importance of this idea, and the link to lean thinking.
Why Your CRM Probably Won’t Improve Your Sales or Forecast Accuracy (and Why It’s Not Your CRM Vendor’s Fault!)
Why CRM software only makes things worse if you have not properly defined the sales process.
