We Have Met the Enemy of Sales Performance, and He Is Us
Needless to say, trying to measure and improve sales and marketing performance can be frustrating. You have to get people you may never even meet to pay attention, and ultimately to give you their money. Parts of it happen via media, such as a website, or in geographically disbursed customer locations. By definition, you do […]
Selling Power TV Interview: Does Your Sales Process Create Value?
Gerhard Gschwandtner interviews Michael Webb on Selling Power TV: Download the full transcript here: Does Your Sales Process Create Value transcript This was a great opportunity to explain Sales Process Excellence in a nut-shell. Let me know what you think! And, visit https://www.sellingpower.com/Cloud to subscribe to Selling Power Magazine. Order your copy of Sales Process […]
How Sales and Marketing Can Inspire Productive Action Instead of a Rat Race
If you are like me, when you started out your career years ago success didn’t come as fast you hoped. Not by a long shot. Along with other salespeople I worked hard to improve my performance. I acquired product and application experience, selling skills and time management expertise. Along with our managers, we mightily executed […]
Professional Members Discussion Chapter 12
Do You Need More Leaders (at Every Level)? Get the assistance you need from our staff and members of SPIF. Here is the summary from Chapter Twelve. One point of the book is that process excellence is the pursuit of values, whether as an individual or as a company. What do you think about that? Discuss […]
Professional Members Discussion Chapter 11
Improve Your Management System Get the assistance you need from our staff and members of SPIF. Here is the summary from Chapter Eleven. Has your management team defined and discussed your company’s management system? Tell us your thoughts about this in the comments section below. [AnythingPopup id=”12″]
Professional Members Discussion Chapter 10
Need to Develop Your Channel Partners? Get the assistance you need from our staff and members of SPIF. Here is the summary from Chapter Ten. Channel partners offer lots of leverage and strategic potential. What challenges have you seen in channel partners, and what has worked for your company? Discuss your thoughts in the comments section […]
Professional Members Discussion Chapter 9
Need to Improve Your Customer Service (and Your Sales Too)? Get the assistance you need from our staff and members of SPIF. Here is the summary from Chapter Nine. Service is a uniquely powerful area. For example, the entire function of sales and marketing can be seen as a service. Your website definitely should be […]
Professional Members Discussion Chapter 8
Improve Your Sales Management Get the assistance you need from our staff and members of SPIF. Here is the summary from Chapter Eight. Getting people, especially salespeople, used to new approaches can be challenging. What have you experienced? To what extent were CAP-Do and measurement a help, or a hindrance? We would love your point […]
Professional Members Discussion Chapter 7
Need to Improve Marketing Operations?This essay will provide more observations from our work since this book was originally written. COMMUNICATIONS STRATEGY INSTRUCTIONS
Professional Members Discussion Chapter 6
What Problem Are YOU Trying to Solve? Get the assistance you need from our staff and members of SPIF. Here is the summary from Chapter Six. The respectful agreement achieved in chapter six (through active use of CAP-Do) enables problems to be identified. Addressing them is sometimes trivial, sometimes incredibly difficult. What problems have you […]
