What is the Purpose of the “Sales Process” in Your Company?
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 […]
Frequently Asked Questions
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.
How Customer Value Maps Make Marketing and Selling Easier
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.
Customer Value Mapping (Business Value Mapping)
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.
Need to Fix Low Sales Productivity?
The three root causes of the silo-mentality that pervades sales and marketing management.
Book Review – One Small Step Can Change Your Life
Dr. Robert Maurer wrote a book about applying kaizen to one’s personal life. This is extremely appropriate to sales environments.
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 […]
How to Avoid the Four Most Common Mistakes of Sales Process Mapping
Clarifying and understanding your sales process is crucial. Here are the four most common mistakes companies make when they first begin to map out how they sell.
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 […]
