Introduction to Sales Process Improvement: Gaining More of The Right Customers at Higher Margins and Lower Costs with Lean and Six Sigma

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9780977107209: Introduction to Sales Process Improvement: Gaining More of The Right Customers at Higher Margins and Lower Costs with Lean and Six Sigma

Marketing and sales executives seem to be struggling harder than ever to answer such questions as:

- How can making marketing and selling be more profitabile, and more predictable?
- Why do things we used to do (prospecting, entertainment, tradeshows, promotions, etc. ) seem not to work any more?
- How can we meet increased quotas when sales are flat?
- What can be done when forecasts are wrong, or right, and we don't know why?

Many executives simply fall back on an old standby: You know ... the one where you ask you people to "Just work a little harder!"

Now you do not have to be in that position! Michael Webb's "Introduction to Sales Process Improvement" will show you how to improve your marketing an selling results by answering one simple question: "What value does your sales process create for your customer?"

You'll learn how answering this question unlocks the effectiveness of your marketing and selling, while engaging the powerful analytical tools of the quality movement to fix causes for unwanted results.

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About the Author:

Michael J. Webb has been creatively helping organizations to achieve their revenue and profit objectives for almost 30 years. Through a unique combination of marketing and sales savvy and analytical creativity, he has developed an effective approach for helping executives who are struggling with ineffective marketing and selling processes. In addition to writing the path-breaking “Introduction to Sales Process Improvement,” he has published articles in iSixSigma Magazine, Marketing Times, and other publications. He keynoted the first conference held on applying Six Sigma to Sales and Marketing, in July of 2003. Mr. Webb is currently President of Sales Performance Consultants, Inc. He has helped clients such as American Express, 3M, Marriott, and many others to improve their sales processes and results. He also works with certain sales training and CRM firms to integrate best selling practices into client's sales operations. His certifications include quality manager with the American Society for Quality (1998), and production and inventory control with APICS, the Society for Resource Management (1988). His bachelor’s degree in Mathematics is from Southeast Missouri State University in 1976. Mr. Webb’s website (salesperformance.com) contains valuable information for companies that want to improve their sales performance. He lives in Oak Park, Ill with his wife Leslie and two children. You can reach him at (877) 784-6507 or mwebb@salesperformance.com.

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Michael J Webb
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