Michael Webb
Michael Webb
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.
Project Charters: A Key to Making Sales and Marketing Improvements Easier Than You Thought Possible
An explanation of how applying the "project charter" process improvement technique to sales and marketing solves big problems and makes success easier.
Is Your Sales Process Lighting the Way or Shrouded in Mystery?
The Internet is a crucial tool for automating sales processes that every B2B company should embrace.
Why Hasn’t Enterprise Resource Planning Been Successful in Sales and Marketing?
The logic of ERP systems crashes and burns when applied to sales and marketing. Here’s what sales and marketing can do to perform better.
Why Hasn’t Enterprise Resource Planning Been Successful in Sales and Marketing?
The logic of ERP systems crashes and burns when applied to sales and marketing. Here’s what sales and marketing can do to perform better.
What It Means to Measure a Sales Process
A reluctant Sales VP agrees to a powerful process based on his own "non-analytical" logic. Sales resistance to a process approach is often fiction.
Design Your Sales Process Around What You Can Control
Quality science helps isolate what can be controlled from what cannot be controlled. This is a crucial factor if you are to achieve accurate sales forecasts.
How Lean Is Your Sales Process?
The key to applying the logic of lean to sales and marketing is to transition from functional views, and to re-think sales and marketing as value creation.
How Customer Centric Is Your Company?
What does it mean for a company to really be Customer Centric?
Shifting from Sales Manager to Production Manager
A description of how a more evidence-oriented approach helps sales organizations become more productive, and their results more predictable.
