How to Sell Process to Your VP of Sales

Three Principles that EngageSales Minds and Heartsto Improve Discipline, Measurement,and Performance Most Sales Vice Presidents are in a tough spot. Everybody wants a piece of them: customers, salespeople, channel partners, employees, and executives of their own company. Above all they must … make the revenue number make the product mix forecast more accurately fulfill customer […]

Can Six Sigma Work in a Sales and Marketing Environment?

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 […]

What’s Wrong With Six Sigma?

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 […]

Why Your Sales Process Cost Matters, and What You Need to Know to Get it Right

By Michael J. Webb (pdf of this article) One of the most important management systems for the senior executive is the one that measures the costs of production. Executives must know not just the total cost of production, but also the cost of the stages of their production. Sales and marketing organizations need this every […]

What Is Operational Excellence in Sales and Marketing?

by Michael J. Webb (with Robert Ferguson) (pdf of this article) A reader from Microsoft recently asked me an interesting question: “What are the key parameters which define Operational Excellence in a sales and marketing organization?” I like the question, because Operational Excellence isn’t just a slogan or a matter of opinion. It is a […]

What Value Does Your Sales Process Create?

[i4w_actionset tagid=’1517′ autorun=1] By Michael J. Webb (pdf of this article) Most sales executives are challenged to produce better results these days. Jill Stillman, a sales executive I worked with a few months ago, seemed particularly frustrated. “There are only 100 firms in the country large enough to buy our services. I know them all. […]

Can Your Marketing and Selling Process Be Improved?

By Michael J. Webb, Sales Performance Consultants, Inc. Originally published in Marketing Times Spring 2005 (pdf of this article) Process improvement has revolutionized manufacturing over the past two decades, but is only now coming to sales and marketing. Yet it is coming, and it s something every marketing and sales executive should know about and […]

Book Review – "The Leaky Funnel Earn More Customers by Aligning Sales and Marketing to the way Businesses Buy"

by Hugh Macfarlane 2003, Bookman Media Pty Ltd (available on Submitted by Michael J Webb: HardBits (a mid-sized company in a maturing industry) is struggling because its products are being commoditized by competitors from around the world. Customers are slow to buy, often delaying decisions until the last minute. Yet they expect miracle delivery […]