The Role of the CEO in the Sales Process
by Michael J. Webb (pdf of this article) Many CEOs see themselves as chief revenue officer (especially in tech companies) or at the least feel very consumed by this challenge. Many have been very successful in their careers by bringing order to chaos, yet they can seem paralyzed by the chaos in sales and marketing. […]
SPIF! Benefiting Your Company and Your Customer Simultaneously
Years ago, I was a first-line sales manager at a business forms company. One January, my district manager presented the new company strategy. He excitedly explained the new slogan for the year, and described a different type of ideal prospect we should start looking for in our prospecting. There were some new product announcements. Then, he announced a sales contest with some pricey prizes if we exceeded quota, like gold watches, ski-mobiles, and expensive vacations.
Clarifying Things That Count: How to Use Qualification Criteria to Improve Your Salespeople’s Results
How applying qualification criteria properly can create dramatic improvements in sales results.
Clarifying Things That Count: How to Use Qualification Criteria to Improve Your Salespeople’s Results
How applying qualification criteria properly can create dramatic improvements in sales results.
Shifting from Sales Manager to Production Manager
A description of how a more evidence-oriented approach helps sales organizations become more productive, and their results more predictable.
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) .
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) .
Make Your Sales Funnel Flow Faster!
Michael Webb describes the problems caused by the functional approach to sales and marketing management, and the benefits of managing the flow (as a process).
