General Manager Articles

Process Excellence Makes Sales and Marketing Problems Solvable

Sales and marketing executives in B2B companies seem to be working harder every year, yet consider some recent results: 62% of companies had difficulty making target revenues in 2014. (Forrester) 42% of all sales opportunities end in “No Decision.” (HubSpot) B2B companies are delaying contact with salespeople. (Google and the CEB) A pass bet at […]

“Sales Process Excellence” by Michael Webb Receives Shingo Research and Professional Publication Award

LOGAN, Utah – April 17th, 2015 – The Shingo Institute, part of the Jon M. Huntsman School of Business at Utah State University, has awarded Michael Webb with the Shingo Research and Professional Publication Award for his work “Sales Process Excellence.” Webb is president of Sales Performance Consultants, Inc., an Atlanta-based thought leader in the […]

Shingo Examiner Feedback on “Sales Process Excellence”

Submission Title: Sales Process Excellence Author Name(s): Michael J. Webb A team of Shingo examiners has provided the following feedback. The team rated the submission based on the following categories. Content Contribution to new knowledge and understanding of operational excellence Michael Webb has articulated the why and how of continuous improvement in a context and […]

Why Sales and Marketing Needs Operational Excellence – Four Principles That Make Sales Funnels Flow Faster

Every year CSO Insights (a research company for chief sales officers) conducts a study on sales management1. In 2014, the average win rate of forecasted deals across all companies was 45.9 percent, virtually the same as the 45.7 percent achieved in 2013. In other words, the average CEO would be better off placing “pass” bets […]

How Does Lean Apply to Marketing?

Wikipedia defines “Lean”, as “A production practice that considers the expenditure of resources for any goal other than the creation of value for the end customer to be wasteful, and thus a target for elimination.” The American Marketing Association defines “Marketing” as “A set of processes to create, deliver and communicate customer value and manage […]

Five Assumptions that Prevent B2B Sales and Marketing Improvement – And How Process Excellence Avoids Them

by Michael Webb Improving sales and marketing productivity can be maddeningly difficult. There are so many different points of view – so many competing theories and motives. And, how do you even measure it?    Most executives struggle to improve sales and marketing, because of some pesky things called assumptions. Unfortunately, if you start with the […]

How Does Lean Process Excellence Conserve Resources In Sales and Marketing?

How Does Lean Process Excellence Conserve Resources In Sales and Marketing? By Michael Webb The Lean philosophy enables companies to identify and eliminate waste in manufacturing environments, where the specification—what the customer will pay for—is known.  But how does this translate to sales and marketing environments, where figuring out what the customer will pay for […]

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