Three Key Changes To Realize Quick Sales Improvements
Lean process excellence enable leaders and managers to identify and gather data, distinguish value from waste, and fix sales and marketing problems quickly.
Financial Impact
Sales processes can be studied like any other business process. Hard data enables financial insights so managers allocate sales and marketing resources better.
Need to Fix Low Sales Productivity?
The three root causes of the silo-mentality that pervades sales and marketing management.
Book Review: "Sales and Marketing the Six Sigma Way" by Michael J. Webb with Tom Gorman
This book demonstrates that aligning your selling activities with the customer’s buying activities wins more business, and lets you measure and analyze why.
The Role of the CEO in the Sales Process
by Michael J. Webb (pdf of this article) Many CEOs see themselves as chief revenue officer (especially in tech companies) or at the least feel very consumed by this challenge. Many have been very successful in their careers by bringing order to chaos, yet they can seem paralyzed by the chaos in sales and marketing. […]
Good Processes Create Value
In preparation for the launch of the book August 2, I’ll be on a short vacation with the family next week. I won’t be posting anything until Aug 31, so I’ll leave you with a couple of observations: