Guidebook Launch: How to Define Qualification Criteria
Title: Guidebook Launch: How to Define Qualification Criteria Location: GoToWebinar Description: Michael Webb and Robert Ferguson will conduct a webinar on the topic of sales qualification criteria, launching the third Sales Kaizen Guidebook “How to Define Qualification Criteria.” Start Time: 03:00 Date: 2009-02-19 End Time: 04:30
Sales Kaizen: Permanently Improve Your Company’s Ability to Generate Qualified Leads with Brian Carroll
Title: Permanently Improve Your Company’s Ability to Generate Qualified Leads with Brian Carroll Location: GoToWebinar Description: The fifth webinar in the Sales Kaizen Webinar series explores how to implement a project to improve lead generation Start Time: 03:00 Date: 2009-02-05 End Time: 04:30
Guidebook Launch: How to Design a Sales Process
Title: Guidebook Launch: How to Design a Sales Process Location: GoToWebinar Description: Michael Webb and Robert Ferguson will introduce the basic principles for designing sales processes Start Time: 03:00 Date: 2009-01-29 End Time: 04:00
Getting Traction in the Market – How to Use Kaizen to Make Sales Training Stick
In tough times like these, some executives drastically reduce their training budgets.
Yet when it comes to sales training, smart executives may pause to think about it:
Isn’t this a critical time for the sales force to be on its toes? Maybe doing some sales training makes sense?
OK, Salespeople Can’t Find Enough Prospects. Now What?
The economic sea change we have all been going through makes companies pay attention to their sales process.
One company president I spoke with yesterday said his revenue shrank 25% in December (compared with the same month last year). Companies affected by the financial crisis (like housing, oil, or automotive) are trying to survive. They are worried whether their customers even have enough money to pay for things any longer.
Hopefully, your business can find enough customers to stay alive. Will your marketers find them? Can your salespeople find them? Will they be found fast enough?
When Your Customer Becomes Your Enemy
Problem-solving efforts begin at the definition of the problem. In sales and marketing organizations, this is slippery ground. That’s because in their culture the meanings of words like "problem" and "solution" are generally interchangeable (especially in American companies).
The Unintended Consequences of Asking Salespeople To Try Harder
When “business as usual” is threatened by low sales numbers it is normal for companies to ask their salespeople to try harder. And, generally speaking, salespeople do exactly that. They make more calls, looking for more deals to put into the sales funnel. They conduct more demonstrations. They make more proposals. If the sales process […]
Production Control for Sales and Marketing
Years ago I took a job selling manufacturing resource planning (MRP) software to small and medium sized manufacturers. Predecessors to today’s enterprise software, these systems had powerful impacts on businesses that installed them. I got my education in these matters from APICS (the American Production and Inventory Control Society), and ultimately I was even elected […]
Sales Kaizen Events are on the Map
I’ve been doing Sales Kaizen events for several years now (often without calling them by that name). They are an excellent way to focus everyone’s attention on how best to find, win, and keep customers. Salespeople really appreciate them, because they are used to training events where, often, nothing really changes.
SPIF! Benefiting Your Company and Your Customer Simultaneously
Years ago, I was a first-line sales manager at a business forms company. One January, my district manager presented the new company strategy. He excitedly explained the new slogan for the year, and described a different type of ideal prospect we should start looking for in our prospecting. There were some new product announcements. Then, he announced a sales contest with some pricey prizes if we exceeded quota, like gold watches, ski-mobiles, and expensive vacations.
