Sales Process Improvement Events

These public speaking events are scheduled for the next few months:

October 1-2, 2007 "Voice of the Customer" Discussion Panel at the PDMA International Conference in Orlando, FL

I'll be participating in a "Voice of the Customer" discussion panel around the topic Voice of the Customer: Helping or hurting creativity?" My point of view will be that VOC, when it is focused on product development, as it is traditionally is, misses the boat. VOC should be a central role of the marketing department with the goal of uncovering value propositions, and what people need to be able to research their problems and make buying decisions more easily, not just around product requirements.

Past events:

(Michael Webb took a hiatus from publishing and teleconferences in the second half of 2006 to finish "Sales and Marketing the Six Sigma Way," and to move his business and his family from Chicago to the Atlanta area.)

5/7-10/2006 Strategic Account Managers Association Annual Conference, Dallas

I'll be conducting a 90 minute version of my workshop titled: "How To Increase Revenue And Profit 15% This Year By Adopting A Lean Six Sigma Approach To Sales And Marketing".

This workshop should be attended by sales and marketing managers, senior executives. Prior knowledge of Lean and Six Sigma is not required.

3/27-30/2006 IQPC Conference: Applying Six Sigma to Sales and Marketing, Las Vegas

I'll be conducting a 3 hour version of my workshop titled: "How To Increase Revenue And Profit 15% This Year By Adopting A Lean Six Sigma Approach To Sales And Marketing"

This workshop should be attended by sales and marketing managers, senior executives, and Six Sigma practitioners. Prior knowledge of Lean and Six Sigma is not required.

11/10/2005 Teleconference: Mending the Marketing and Selling Gap

This teleconference will answer the question "How much of your marketing and selling budget is wasted, and what can you do about it?" Michael Webb will interview Robert Schmonsees, author of the book "Escaping the Black Hole: Minimizing the Damage from the Marketing-Sales Disconnect."

11/8/2005 Teleconference: How to Reveal What Customers Value

This teleconference will provide you with the tools you need to develop powerful value propositions, sales tools, and job aids that will enable your marketers and sellers to nail their competition!

For more information, see http://www.salesperformance.com/custvaluecall.aspx

10/19/2005 Sales Strategy and Management Made Simple

Teleconference interview with Randy Zales, President of The Randy Zales Company reveals the relationship between sales process and sales training.

For more information, visit http://www.salesperformance.com/simplesalesmanagement.aspx

9/20/2005 How to Make Your Sales Funnel Flow Faster

Interview with Huch Macfarlane, author of "The Leaky Funnel"
Non-traditional sales and marketing management tactics with case study examples

For more information, visit www.salesperformance.com.fasterfunnel.aspx

9/07/2005 Introduction to Sales Process Improvement:

What You Need to Know to Gain More of the Right Customers
at Higher Margins and Lower Costs through Lean and Six Sigma

This workshop will be delivered at the WCBF Conference in New Orleans, LA

5/25/2005 Marketing and Selling: The New Six Sigma Frontier

Chicago Graduate School of Business, GSB Marketing Roundtable

This talk will introduce the material from my book : Introduction to Sales Process Improvement

Downtown Chicago Campus, Gleacher Centdyer, 6:00pm to 8:00pm

2/17/2005 DCI's Customer-Centric Organization Conference

"Process Round Table"
I will be co-leading this discussion with Dick Lee, Author of the CRM Survival Guide

Palmer House Hilton, Chicago, IL

1/27/2004 IQPC's " Six Sigma Sumitt "

Post Conference Workshop:
How You Can Apply Six Sigma to Cause Your Salespeople to Pay Attention, and Your Customers to Line Up!

Hyatt Regenct Miami, Miami, FL

9/23/2004 IQPC's "Applying Six Sigma to Sales and Marketing,"

Conference paper:
Internet Marketing and Six Sigma

Hotel Allegro, Chicago, IL

9/22/2004 WCBF's "Successfully Implementing Six Sigma in Sales and Marketing,"

Conference paper:
"What Impact Does Your Sales and Marketing Process Have on Your Financial Statements?"

Hyatt Regency McCormick Place, Chicago, IL

9/21/2004 WCBF's "Successfully Implementing Six Sigma in Sales and Marketing,"

Pre-conference workshop:
"Six Sigma Marketing and Sales Measurement Systems Analysis"

This workshop is designed to illustrate the proper use of CRM and other management and measurement systems for marketing and sales management.

Hyatt Regency McCormick Place, Chicago, IL

9/20/2004 IQPC's "Applying Six Sigma to Sales and Marketing,"

Pre-conference workshop at this event:

"Five Steps to Six Sigma: How to Consistently Improve Your Revenue and Profit"

This workshop is an introduction to Six Sigma and process improvement

for marketing and selling executives.

Hotel Allegro, Chicago, IL

9/12/2004 Institute of Industrial Engineers

"Annual Lean Management Solutions Conference,"

Pre-conference workshop:
"Bring Process Discipline to Your Sales Organization

-- Without Driving Away Your Salespeople or Your Customers"

Wilshire Grand Hotel Los Angeles, CA

8/20/2004 Sales and Marketing Executives International's

Annual Sales and Marketing Leadership Conference,

Conference paper:

"Five Steps to Six Sigma: The Scientific Approach to Predictable Revenue and Profit"
This panel discussion is an introduction to Six Sigma and process improvement

for marketing and selling executives.

Hilton Milwaukee City Center Hotel, Milwaulke, WI

Participants:

Dr. Paul Selden, Principal, Systematic Selling, Inc.

Randy Fitzhugh, V.P. Sales VideoJet,

Ed Nork, Manager, Business Performance/Six Sigma, Household Consumer Lending

5/19/2004 Society of the Plastics Industry's

"Sales and Marketing Moves for Winning the Deal," Atlanta, GA

Workshop:

Bring Process Discipline to Your Sales Organization

-- Without Driving Away Your Sales People or Your Customers

4/20/2004 iGrafx Software's Sales Process Webinar

Conference paper:

"How Does Your Sales Process Affect Your Financial Statements?"

4/1/2004 Sales and Marketing Executives International Chicago Chapter's Dinner Meeting

Co-presented with Greg Deininger, Western Regional Vice President of Marriott's Global Sales Organization.

"Creating a Sales Process and Evaluating its Effectiveness"

2/25/2004 IQPC's Second "Applying Six Sigma to Sales and Marketing" Conference

Pre-conference workshop:

"Bring Process Discipline to Your Sales Organization - Without Driving Away Your Sales People or Your Customers!"

Keynote:

"The Basics of Applying Six Sigma to Marketing and Sales"

Las Vegas, NV

7/30/2003 IQPC's First "Applying Six Sigma to Sales and Marketing" Conference

Pre-conference workshop:

"Bring Process Discipline to Your Sales Organization

-- Without Driving Away Your Sales People or Your Customers!"

Keynote:

"The Basics of Applying Six Sigma to Marketing and Sales"

Chicago, IL