What is Six Sigma… and Why Should Marketing and Sales Managers Care?

Michael J. Webb, Sales Performance Consultants, Inc.Originally published in Marketing Times Summer 2005Subsequently published in Marketing Watchdog Journal, August 2005 (pdf of this article) Six Sigma is a funny name for a serious way of boosting marketing and sales performance. It’s already transformed manufacturing in hundreds of companies, and it is now doing the same […]

Book Review – "Escaping the Black Hole"

Escaping the Black Hole: Minimizing the Damage from the Marketing-Sales DisconnectRobert Schmonsees, Thompson Publishing, 2005 How much of your marketing and selling budget is wasted? In “Escaping the Black Hole –Minimizing the Damage from the Marketing and Selling Disconnect” (Thompson Publishing, 2005), author Bob Schmonsees demonstrates that in many companies that waste is as much […]

Three Proven Tactics to Get Salespeople’s Cooperation in Launching New Initiatives

by Michael J. Webb (pdf of this article) One of the most common questions from executives trying to improve sales and marketing results is this: “How can we get our salespeople’s cooperation in our new (blank) initiative?” Whether you are trying to implement process improvement, CRM, a product launch, or a lead generation campaign, getting […]