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 […]
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 […]
This book demonstrates that aligning your selling activities with the customer’s buying activities wins more business, and lets you measure and analyze why.
Companies waste millions in their lead generation campaigns by assuming the goal is generating today’s prospects. They should nurture future prospects too.
Why traditional fixes work so poorly in sales and marketing, and what you can do to improve results now.
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 […]
Starting with where your customers and salespeople really are, rather than where you wish they would be, always improves results.
Stepping back to see the context of sales and marketing reveals often overlooked ways to get better results.
Lean thinking doesn’t just apply to manufacturing. A great case study of a business that changed its fortunes by changing the way it sold its product!
by Michael J. Webb (pdf of this article) Many CEOs see themselves as chief revenue officer (especially in tech companies) or at the least feel very consumed by this challenge. Many have been very successful in their careers by bringing order to chaos, yet they can seem paralyzed by the chaos in sales and marketing. […]