Getting Other People To See The Value Of Lean and Six Sigma
Question: "How do you get other people to see that Lean and Six Sigma are not just for manufacturing functions?" Answer: Stop talking about Lean and Six Sigma!
Four Steps to Improving B2B Sales Performance
New videos released describing the four foundational steps to improving B2B sales performance.
Can Six Sigma Work in a Sales and Marketing Environment?
by Paul Selden Originally published in the ASQ Six Sigma Forum, 2001 William Latzko, a professor at the Fordham University Graduate School of Business and a colleague of W.E. Deming, remarked to me not long ago that the great opportunity for quality in the twenty-first century lies in sales process improvement. Indeed, quality thinking offers […]
Book Review: "Sales and Marketing the Six Sigma Way" by Michael J. Webb with Tom Gorman
This book demonstrates that aligning your selling activities with the customer‘s buying activities wins more business, and lets you measure and analyze why.
Will This Year’s Sales Process Create the Results You Need Next Year?
"The ‘measurements’ weren’t telling anything about reality.
They were telling just the opposite …"
What do you measure in the day-to-day operation of your sales process?
Most companies have only rudimentary measurements (if they measure anything at all). They count initial contacts (e.g., phone dials or cold calls), appointments or demonstrations, proposals, and closes.
Unfortunately, this information is almost useless. …
BPTrends.com Gives “Sales and Marketing the Six Sigma Way” Top Rating
Paul Harmon of BPTrends gives a glowing review of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006) by Michael Webb and Tom Gorman.
BPTrends.com Gives "Sales and Marketing the Six Sigma Way" Top Rating
Paul Harmon of BPTrends gives a glowing review of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006) by Michael Webb and Tom Gorman.
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.
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.
Weak Revenue? The New Fix for Sales and Marketing Problems
"Sales and Marketing the Six Sigma Way" demonstrates how scientific management approaches can be applied to sales and marketing to solve problems an create revenue.
