by Paul Selden Originally published in the ASQ Six Sigma Forum, 2001 William Latzko, a professor at the Fordham University Graduate School of Business and a colleague of W.E. Deming, remarked to me not long ago that the great opportunity for quality in the twenty-first century lies in sales process improvement. Indeed, quality thinking offers […]
By Michael J. WebbSales Performance Consultants, Inc.February 2005 At a conference not long ago a speaker (who happened to be a friend) raised objections to applying Six Sigma in sales and marketing. The objections were oddly tangled, with some based on legitimate concerns and others based on misunderstanding. This article examines these concerns and misunderstandings […]
This book demonstrates that aligning your selling activities with the customer’s buying activities wins more business, and lets you measure and analyze why.