How Customer Centric Is Your Company?
What does it mean for a company to really be Customer Centric?
Shifting from Sales Manager to Production Manager
A description of how a more evidence-oriented approach helps sales organizations become more productive, and their results more predictable.
Management Breakthrough Transforms Sales and Marketing into More Predictable Production Flow
Increasing the flow of profitable business seems an elusive goal for many companies. Although management techniques such as Lean and Six Sigma have helped to dramatically improve business results in production manufacturing, many companies have been frustrated when trying them in the world of branding campaigns, lead generation, sales training, and sales contests.
The Sales Process Versus the Buyer’s Journey
Most sales and marketing organizations will acknowledge by now that when mapping their sales process, it is important to spend a little time thinking about the value each phase represents to the customer. This enables them to develop a better approach than the internally focused mess that happens when they don’t make themselves answer that […]
The Sales Process Versus the Buyer’s Journey
Most sales and marketing organizations will acknowledge by now that when mapping their sales process, it is important to spend a little time thinking about the value each phase represents to the customer. This enables them to develop a better approach than the internally focused mess that happens when they don’t make themselves answer that […]
Using Voice of the Customer to Improve Your Sales Process
The common denominator to improving sales and marketing results in most companies is ignorance of the voice of the customer.
Virtual Book Tour Announced for “Sales and Marketing the Six Sigma Way”
Virtual Book Tour Announced for "Sales and Marketing the Six Sigma Way"
Virtual Book Tour Announced for "Sales and Marketing the Six Sigma Way"
Virtual Book Tour Announced for "Sales and Marketing the Six Sigma Way"
Unshackling the Voice of the Customer
Michael is asked to participate in a panel discussion for PDMA on whether the voice of the customer stifles creativity.
What Kind of Sales Training is Best?
Michael answers a reader’s question, "With your experience in sales management, who do you consider to be the best sales training company?"
