Steve Hollingsworth | The Systems Thinking Approach to Business Problems
When things are going wrong in a business, it’s the tendency of many managers and owners to blame employees. But, says Steve Hollingsworth, principal consultant at Ottimizzi, you should focus on the processes and needed changes there, not the people stuck working in those processes. This is especially true in sales and marketing – […]
The Hidden Obstacle to Improving Sales Performance: Systems Thinking
Michael Webb responds to reader’s questions on why sales organizations are so hard to improve. The article illustrates systems thinking in six situations.
The Last Thing a Fish Discovers is Water
Michael Webb reacts to a reader’s comment on last weeks article “WHy People Are NOT Your most Important Asset.”
Can Your Marketing and Selling Process Be Improved?
By Michael J. Webb, Sales Performance Consultants, Inc. Originally published in Marketing Times Spring 2005 (pdf of this article) Process improvement has revolutionized manufacturing over the past two decades, but is only now coming to sales and marketing. Yet it is coming, and it s something every marketing and sales executive should know about and […]
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.
Internal Negotiations: A Battle the Sales VP Cannot Fight Alone
A sales VP alone cannot get his company to realize that selling is everyone’s problem, not just his or hers.
A Must Read for Marketing/Sales/QA Managers, and Also for Senior Executives and MBA Students
The CEO of www.sohoware.com in Santa Clara, California, reviews Sales and Marketing the Six Sigma Way.