Michael Webb
Michael Webb
Dave DeSantis | Negotiating From Both Sides of the Table
At the end of the day, sales success is about having prospects and customers trust you – and never betraying that trust. There are some obvious ways of doing that… but others that aren’t so clear says Dave DeSantis of negotiation training company Camp Systems. Dave shares his insights into the typical prospect’s decision-making process […]
SPIF Tip #52: How Do You Map A Sales Process?
Mapping a sales process (or designing it) is pretty simple, at least at first. The key is to recognize at all times that your goal always involves helping customers take the actions they want to take. With that as the “North Star,” finding your path through the woods is much easier. Prepare to map the […]
Michael Darrish | The #1 Cause of Sales Sabotage
Pricing, contests, relationships… for years sales, departments could get away with relying on those elements to meet numbers. But in today’s super-competitive environment you have to use a more scientific approach, says Michael Darrish. Michael’s background as an IT developer made him receptive to instilling logic in sales. And these days, as a process improvement […]
Tobia La Marca | The Dangers of “One-Sided” Prospect Conversations
Tobia La Marca is spreading the gospel of sales process excellence in Italy. As a business development rep for a tech company, Tobia has found that building structure in all his interactions with prospects – as well as seeing things from their perspective – has allowed him to create more value for his customers, his […]
Todd Youngblood | The Golf Pro’s Secret for Better Sales
Success in sales is all about personality and relationships, right? That’s part of it, says Todd Youngblood of the YPS Group. But if that’s all you have, you’re seriously limiting your potential. Todd is a big believer in a methodical approach for continuous improvement in sales – for both individuals and the rest of the […]
Rich Piech | The Toyota Factory Floor Sales Secret
When independent consultant Rich Piech starts working with a company that’s struggling to scale up… he often finds that they have a fundamental flaw: They’ve defined “sales” the wrong way. This has a domino effect, impacting the whole company. And, no, the sales department isn’t to blame, stresses Rich. What is sales… really? And who […]
SPIF Tip #51: Three Question Strategies That Make Your Sales Funnel Flow Faster
When your company is well synchronized with market needs, prospects buy and money flows. Unfortunately, few companies can maintain a constant flow. Salespeople churn out demonstrations, samples, and proposals. Marketing departments churn out newsletters, ad copy, and brochures. But not enough prospects close. What makes the sales funnel flow faster? The key is coordinating your […]
Jeff Galas | The Mindset Shifts You Need to Boost Sales
Do you know who your ideal prospect is? Are you sure? Jeff Galas, founder of On Purpose Growth, maintains that too many companies are wasting their marketing dollars and misusing their sales force because they don’t actually know. But Jeff gives you the tools to find the right answer too… and make sure your whole […]
SPIF Tip # 50: How to Avoid the Four Most Common Problems of Sales and Marketing Management
Visiting a Chicago building materials company several years ago, I overheard a sales manager giving a pep-talk to four or five of his salespeople. It wasn’t a bad talk. If you are in sales, you’ve heard these talks countless times. Your manager confirms how hard you’ve been working. He reminds you about the year-end promotions. […]
Steve Hollingsworth | The Systems Thinking Approach to Business Problems
When things are going wrong in a business, it’s the tendency of many managers and owners to blame employees. But, says Steve Hollingsworth, principal consultant at Ottimizzi, you should focus on the processes and needed changes there, not the people stuck working in those processes. This is especially true in sales and marketing – […]
