Is a sales process the same as a sales methodology?

Susan Niemchak, Director of the Sales Training Community at TrainingIndustry.com asked me a question that seemed innocuous at first:

Is a “process” the same as a “methodology?”

“Loosely speaking, ‘process’ and ‘methodology’ are synonymous,” I answered. “Unfortunately, ‘loose lips sink ships,’ and may cause an occasional bar fight as well. Not to Read more

Deciphering Sales Process Cost (members only)

Save Money in Sales and Marketing: How Financial Analysis Helps Your Sales Team Spend Less Time and Money While Selling More Customers at Higher Margins

In Chapter 3 of Sales and Marketing the Six Sigma Way I described a powerful technique called the “Sales Operating Audit.” This webinar, with my friend and CPA Ralph Jeswald of Dopkins & Company, LLP, describes the approach we have used many times with sales and marketing executives Read more

Five Things Sales and Marketing Can Learn From Lean Production

Some companies already know a lot about the transition from traditional to lean production operations. As it turns out, there are remarkable parallels between the lean journey in manufacturing and the lean journey in sales and marketing (sales kaizen). When implemented effectively, both the benefits and the Read more

Pre-Sales Engineers … Overhead or Revenue Driver? (Members Only)

Phil Janus Presents Empowering the Pre-Sales Engineer

Many companies today are struggling because salespeople are over burdened and stressed. Meanwhile pre-sales engineers stand by quietly, untrained and untapped, because their sales VPs do not understand their real potential. In this webinar, Phil Janus, founder of Sales Engineering.com explains a means of leveraging Read more

Optimizing B2B Internet Sales Processes (members only)

An Interview with David Bullock – Four Case Examples

Most B2B organizations have a hard time changing their marketing and selling to match their customer’s preferences for using the Internet. David Bullock’s presentation demonstrates what is involved in successful Internet marketing for B2B companies. This webinar provides a guided tour of four fascinating internet Read more

Oh, Now I Get It!

Ahhh! Vacations are great. I had only half of one in the last two weeks and now that I’m back things still seem brighter and happier than before. The highlight was spending time with my wife and kids. (My daughter is in high school, Read more