Why People are NOT Your Most Important Asset
Sales executives often think that having the right people is the key to success. This article shows why this is myopic, and presents a better idea.
Which is More Important to Sales Productivity: Divison of Labor, or Quality?
A reader asks about combining the theory of constraints approach to the sales kaizen approach. The answer is: improvement in yield, revenue, and profitability.
How to Make Salespeople 25% More Productive in 90 Days or Less
Michael Webb and Bill Bentley present a remarkable approach to qualifying sales opportunities that simultaneously increases sales forecast accuracy, generates valuable data about the sales process, and helps salespeople sell more effectively.
How to Design Your Sales Process to Help Customers Buy Now
Most companies haven’t thoroughly considered how their sales process should be designed, much less how to make sales easier. This webinar shows how to do it.
How to Design Your Sales Process to Help Customers Buy Now
Most companies haven’t thoroughly considered how their sales process should be designed, much less how to make sales easier. This webinar shows how to do it.
Got a Technical Team? Here’s a Great Way to Help Them Sell
Recently I spoke with Burke, the VP of Business Development for an engineering firm in the material handling industry. What he told me was a great model for how selling can be made easier – and more effective at the same time.
Got a Technical Team? Here’s a Great Way to Help Them Sell
Recently I spoke with Burke, the VP of Business Development for an engineering firm in the material handling industry. Unlike many people in this industry, Burke has a marketing background rather than a technical one. Since he joined the firm, their business is booming, seemingly unaffected by the recession. I asked him about that. What […]
Guidebook Launch: How to Measure and Continuously Impove Your Sales Process
Title: Guidebook Launch: How to Measure and Continuously Impove Your Sales Process Location: GoToWebinar Description: Michael Webb and Robert Ferguson conduct a Webinar to launch the new Sales Kaizen Guidebook: “How to Measure and Continuously Impove Your Sales Process” Start Time: 03:00 Date: 2009-04-23 End Time: 04:30
Guidebook Launch: How to Map Customer Value
Title: Guidebook Launch: How to Map Customer Value Location: GoToWebinar Description: Michael Webb and Robert Ferguson conduct a webinar to launch the guidebook on “How to Map Customer Value.” Mapping customer value is a crucial component of designing sales processes Start Time: 03:00 Date: 2009-03-19 End Time: 04:30
Guidebook Launch: How to Define Qualification Criteria
Title: Guidebook Launch: How to Define Qualification Criteria Location: GoToWebinar Description: Michael Webb and Robert Ferguson will conduct a webinar on the topic of sales qualification criteria, launching the third Sales Kaizen Guidebook “How to Define Qualification Criteria.” Start Time: 03:00 Date: 2009-02-19 End Time: 04:30
