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Selling Power TV Interview: Does Your Sales Process Create Value?

Gerhard Gschwandtner interviews Michael Webb on Selling Power TV:  Quote for Lean Process Excellence managers: “What happens in organizations is that the [production] bottleneck, when you uncover it, you solve it, and then the bottleneck moves to someplace else, and you solve that, and that is how performance improves. And that is one of the […]

Selling Power TV Interview: Does Your Sales Process Create Value?

Gerhard Gschwandtner interviews Michael Webb on Selling Power TV:  A quote for sales and marketing managers from this interview: “Most people think that process is about discipline, making sure the sales guy does this, that, and the other thing. And, I don’t believe that. Process is about creating value. “Really good salespeople can invent ways […]

Do We Have the Bandwidth to Implement Process?

A founder and CEO of a global transportation services company asked this very interesting question: • Do we have the bandwidth to implement process while the selling wheel must keep turning? Every company faces conflicts with time and resources when beginning to implement process excellence. Their people tend to perceive process as extra work they […]

What is the most effective way to get sales leadership to buy into lean process excellence in sales?

A reader asked: What is the most effective way to have sales leadership buy into lean process excellence in sales? This is an important question,  and I’ve answered it before  (link1, link2, and link3). An interesting experience with an editor recently relates directly to this issue. The fellow did not have much background in B2B […]

Why are improvements difficult to create in sales and marketing

Most companies don’t even try to measure productivity in sales and marketing. This prevents them from ever actually improving anything. This article asks and answers the question why this happens. The answer is not what most people think.

How Do You Sustain The Lean Process Initiative Long Term

Sustaining improvements in sales and marketing requires “step-after-next” thinking. Of course you must lead the teams to define their problems and solve them based on evidence. Then what? How can the team sustain the gains? More importantly, why should they? This article provides the answer.