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 […]
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.