Why Hasn’t Enterprise Resource Planning Been Successful in Sales and Marketing?
The logic of ERP systems crashes and burns when applied to sales and marketing. Here’s what sales and marketing can do to perform better.
Management Breakthrough Transforms Sales and Marketing into More Predictable Production Flow
Increasing the flow of profitable business seems an elusive goal for many companies. Although management techniques such as Lean and Six Sigma have helped to dramatically improve business results in production manufacturing, many companies have been frustrated when trying them in the world of branding campaigns, lead generation, sales training, and sales contests.
The Sales Process Versus the Buyer’s Journey
Most sales and marketing organizations will acknowledge by now that when mapping their sales process, it is important to spend a little time thinking about the value each phase represents to the customer. This enables them to develop a better approach than the internally focused mess that happens when they don’t make themselves answer that […]
Virtual Book Tour Announced for “Sales and Marketing the Six Sigma Way”
Virtual Book Tour Announced for "Sales and Marketing the Six Sigma Way"
Unshackling the Voice of the Customer
Michael is asked to participate in a panel discussion for PDMA on whether the voice of the customer stifles creativity.
If Your Selling Isn’t Creating Customer Value, It Is Destroying Customer Value
An examination of why Pfizer, the worlds largest pharmaceutical maker, laid off 2000 of its 10,000 person sales force (December 2006) .
A reader’s question: "How Does Understanding Variation Help Solve Sales and Marketing Problems?"
A reader makes a clarifying comment about common vs special causes of variation in sales and marketing processes.
The Secret Reason Your Company’s Sales Process is Not Working, and What You Can Do to Fix It Now
A sales trainer attempts to do the right thing for his company, but ends up on the wrong side of the question. How to evaluate training effectiveness.
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.
About “Sales and Marketing the Six Sigma Way”
Written by Michael J Webb with Tom GormanReleased by Kaplan Publishing (formerly Dearborn Trade Publishing) Aug 1, 2006ISBN: 1419521500 298 pages Press Release 6/30/2006: htm pdfQuestion and Answer: htm pdf Thousands of companies have generated hundreds of millions of […]
