Book Review: A Seat at the Table
By Marc Miller Reviewed by Michael Webb In B2B sales, selling to senior executives and key decision makers has become the main event. But how do you get past the velvet rope? Sales trainer and entrepreneur Marc Miller’s A Seat at The Table (Greenleaf Enterprises, 2010, paperback, 186 pages) gives salespeople and their managers valuable […]
The “Usual Fixes” for Sales Problems (And Why They Fail)
The Usual Fixes for Sales Problems (And Why They Fail).
Unless you have identified the root causes for sales problems, your fixes probably won’t stick.
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 […]
What is the Purpose of the “Sales Process” in Your Company?
What is the Purpose of the “Sales Process” in Your Company? by Michael Webb Most executives and managers would acknowledge that their company should have a sales process. But what does this term actually mean? To the extent that your company has a sales process, it is probably thought of as “what salespeople do,” which […]
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.
Frequently Asked Questions
Fourteen frequently asked questions about applying process improvement (and Six Sigma) to finding, gaining, and keeping customers. Ask me your question about sales process improvement in the dialog box at the right, and I’ll do my best to give you an answer.
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.
How Customer Value Maps Make Marketing and Selling Easier
Companies lose their edge because they focus on their products, rather than on their customers. Customer value mapping is a great way to keep your eyes on the ball.
Customer Value Mapping (Business Value Mapping)
How to make B2B sales and marketing easier: A step-by-step approach to mapping customer value. Value is about much more than just the product.
Need to Fix Low Sales Productivity?
The three root causes of the silo-mentality that pervades sales and marketing management.
