[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. […]
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 […]
by Hugh Macfarlane 2003, Bookman Media Pty Ltd (available on www.amazon.com) 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 […]
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.