Sales and Marketing Manager’s Important Questions
Questions and answers from Sales and Marketing VPs around applying process improvement and Lean to sales and marketing.
Don’t Bother with Sales Training or CRM Until You Face the Facts
Why traditional fixes work so poorly in sales and marketing, and what you can do to improve results now.
A Forty Percent Profit Increase With Fewer Proposals
You’ve spent over $75 with me. When the book arrived, I’m sure it landed on your desk with a thud. Now my job is to make things as easy as possible for you. For example, a medium sized B2B company started working with me a few months ago. Fast forward to today: They expect profits to increase by […]
What Sales and Marketing Asks About Process Excellence – #1 How to Get Buy-In?
Sellers and marketers have asked us asked us a lot of questions about Lean process excellence over the years. We’re counting down the top five questions, and providing the answers. Last week we answered question #2 How Does Lean Process Thinking Work In Sales And Marketing? This week, we deal with the most popular question […]
What Sales and Marketing Asks About Sales Process Excellence – #2 How Does It Work?
Sellers and marketers have asked us asked us a lot of questions about Lean process excellence over the years. We’re counting down the top five questions, and providing the answers. Last week we answered question #3 How Can Lean Process Excellence [Solve My Specific Pain]? This week, we deal with the next most popular question: […]
What Sales and Marketing Asks About Sales Process Excellence – #3 How to Resolve My Pain?
Sellers and marketers have asked us asked us a lot of questions about Lean process excellence over the years. We’re counting down the top five questions, and providing the answers. Last week we answered question #4 Where And How Do We Start Lean Process Excellence? This week, we deal with the next most popular question: […]
What Sales and Marketing Asks About Sales Process Excellence – #4 How Do We Start?
Sellers and marketers have asked us asked us a lot of questions about Lean process excellence over the years. We’re counting down the top five questions, and providing the answers. Last week we answered question #5 How Do We Sustain Sales And Marketing Improvements? This week, we deal with the next most popular question: #4: […]
What Sales and Marketing Asks About Sales Process Excellence – #5 How to Sustain Improvement?
Sellers and marketers have asked us asked us a lot of questions about Lean process excellence over the years. We’re counting down the top five questions, and providing the answers. Most of them already have some idea what “Lean process” means. The fifth most important question they asked is: Question #5: How Do We […]
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 […]
Applying Process to Sell Leases for a Real Estate Development?
A reader asked “How can this process apply to a new construction to lease up a new real estate development project?” I haven’t worked in real estate, but I’ve bought and sold enough houses to know the same principles hold.
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 […]
