Internal Negotiations: A Battle the Sales VP Cannot Fight Alone
A sales VP alone cannot get his company to realize that selling is everyone’s problem, not just his or hers.
A Must Read for Marketing/Sales/QA Managers, and Also for Senior Executives and MBA Students
The CEO of www.sohoware.com in Santa Clara, California, reviews Sales and Marketing the Six Sigma Way.
SellingPower Praises “Sales and Marketing the Six Sigma Way”
Gerhard Gschwandtner and Heather Baldwin of SellingPower put their review of "Sales and Marketing the Six Sigma Way!" on the cover of their magazine.
Why Don’t Six Sigma Training Companies Sell the Six Sigma Way?
Michael Webb critiques a well known six sigma training company’s lead generation campaign.
The Three Stages of Sales Process Evolution (Which No One Ever Told You About)
Three stages of sales process evolution.
The Road to Sales and Marketing Success is Paved with NO ASSUMPTIONS!
A technical salesperson overlooks what a customer doesn’t know, and then wonders why they won’t buy! How to avoid this mistake.
Q & A with Michael J. Webb
Michael Webb, author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006), answers questions about his new book.
Q & A with Michael J. Webb
Michael Webb, author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006), answers questions about his new book.
Sales Process Measurement Shows How to Double Revenues Per Employee?
A case example of how proper measurement of sales processes helps a company double sales productivity from "Sales and Marketing the Six Sigma Way."
Make Your Sales Funnel Flow Faster!
Michael Webb describes the problems caused by the functional approach to sales and marketing management, and the benefits of managing the flow (as a process).
