Quantifying Hard Benefits of Sales Process Improvement
Michael answers a reader’s question "Why is it that quantifying the benefits of six sigma projects in sales and marketing often seems ambiguous?"
What Should the Universites Teach About Marketing?
Michael Webb recommends books for use in marketing courses at a university.
If Your Selling Isn’t Creating Customer Value, It Is Destroying Customer Value
An examination of why Pfizer, the worlds largest pharmaceutical maker, laid off 2000 of its 10,000 person sales force (December 2006) .
If Your Selling Isn’t Creating Customer Value, It Is Destroying Customer Value
An examination of why Pfizer, the worlds largest pharmaceutical maker, laid off 2000 of its 10,000 person sales force (December 2006) .
If you only buy one book on sales and marketing …
If you only buy one book on sales and marketing … Reg Noordman of RocketBuilders endorsed “Sales and Marketing the Six Sigma Way” in his blog on Oct 25: “If you only buy one book this year onSales and Marketing, this is the one.” Now that the book has been out for four months, I’ve […]
A reader’s question: “How Does Understanding Variation Help Solve Sales and Marketing Problems?”
A reader makes a clarifying comment about common vs special causes of variation in sales and marketing processes.
A reader’s question: "How Does Understanding Variation Help Solve Sales and Marketing Problems?"
A reader makes a clarifying comment about common vs special causes of variation in sales and marketing processes.
Transform Marketing and Selling into an Easy-to-Understand Production System
Transform Marketing and Selling into an Easy-to-Understand Production System Virtual Book Tour Announced for “Sales and Marketing the Six Sigma Way” Norcross, GA (Oct 3, 2006) – For Immediate Release: Senior executives often struggle to cause their companies to perform predictably and efficiently in the market. That’s partly because marketing and selling tend to be […]
The Secret Reason Your Company’s Sales Process is Not Working, and What You Can Do to Fix It Now
A sales trainer attempts to do the right thing for his company, but ends up on the wrong side of the question. How to evaluate training effectiveness.
