SPIF Tip #53: Finding Gold in Your Teams
Most of us are reeling from the current and projected impact of COVID-19. Where will the dominoes stop falling across our customers, channel partners, and salespeople? Much less in your personal life? The uncertainty of the future and being hampered by isolation is maddening. There is a silver lining, however. This can be an opportunity […]
Oscar Trimboli | The Cost of Not Listening
Mentioned in This Episode: oscartrimtoli.com/whitepapers, oscartrimboli.com Michael Webb: B2B sales and marketing works to find the highest quality prospects, reach decision makers, and sell value. Operational excellence uses data and systems thinking to make changes that cause improvement and eliminate waste. My name is Michael Webb and this is the Sales Process Excellence […]
Tripp Babbitt | The Deming Philosophy is a Way of Learning
The core of Dr. Deming’s teaching is to continually update and innovate the way we think about work, products and management. For it to happen effectively, people need to understand the system they are in and contribute to improving it. Today Tripp Babbitt takes us into the philosophy of Dr. Deming and some contrasts […]
Bud Hyler | Aligning Sales and Marketing Through Feedback
The purpose of marketing goes beyond creating awareness and stimulating interest. It is also to serve the needs of sales channels and individual salespeople in connecting with their customers. Bud Hyler shares examples of how marketing can get closer to customers and sales. And, the kind of feedback they should be looking for to […]
Bob Lambert | Helping Customers Through the Buying Process
What does it take for a salesperson to be excellent in the eyes of a buyer? And how does it tie back to what research and experience show about how buyers make a decision? Bob Lambert’s career spans sales and marketing. He has been a salesperson, sales manager, run a marketing agency, sold customer […]
Tiffani Sierra | Yes and… and Other Lessons For Salespeople and Leaders
Today we look at sales and leadership from a different angle with Tiffani and Adrian Figueroa. Watching an Improv show, we have all marveled at what the actors can make up and do it so quickly. Turns out there are techniques that are the foundation for how they work that make it easier to react […]
Claude Bardy | Are You Asking the Right Questions When Coaching Your Salespeople?
Managers often miss chances to coach their team during sales reviews. It is easy to focus on the status of opportunities in the pipeline, and miss what matters more. Claude Bardy has seen it happen. Claude came to sales with an engineering background. Today, he helps new businesses developing their sales process and sales […]
Christian Maurer | Respecting the Value Salespeople Create
I feel a special kinship with Christian Maurer. We both have had experience in sales and sales training early in our careers. And we both saw how things were amiss in how many of our peers were approaching both. These days […]
Robert Tripp | A Master Black Belt Explains Organizational Change and Operational Excellence
Robert Tripp got involved in Six Sigma early in its adoption within American businesses. Since then he has integrated the Lean philosophies and worked with organizations large and small on focused projects as well as company-wide deployments. In our conversation, he […]
Charles Chen | How Systems Thinking Influences Sales Organizations
Many past guests have come from engineering or similar careers… they’re attracted to Lean and Six Sigma because they know success requires data and systems thinking. Once they are touched by how scientific approaches work in sales, they are never the same again. Charles Chen is no exception. A Master Black Belt in Six […]
