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? 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? 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 […]
Lean process excellence enable leaders and managers to identify and gather data, distinguish value from waste, and fix sales and marketing problems quickly.
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.
Sales processes can be studied like any other business process. Hard data enables financial insights so managers allocate sales and marketing resources better.
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.
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.
The three root causes of the silo-mentality that pervades sales and marketing management.
Dr. Robert Maurer wrote a book about applying kaizen to one’s personal life. This is extremely appropriate to sales environments.