Feb 26 Webinar

How to Define Qualification Criteria

To Improve Forecast Accuracy and Enhance Selling Behaviors

Guidebook Launch Webinar

Thursday February 26, 2009, 3:00pm Eastern Time

Identifying observable characteristics that tell you
how to sell to your customer, and determine whether you’ll win or lose

I’m Michael Webb, and I'm the author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006). My team and I have helped dozens of companies such as MAQUET, Thermo Fisher Scientific, Marriott, WaterFurnace, DDI, and many smaller companies to identify bottlenecks, change behaviors, increase close ratios, and improve forecast accuracy by applying the concepts of lean and six sigma to their sales and marketing departments. I delivered the keynote addresses to the first two conferences ever held on applying Six Sigma to marketing and sales and have extensive sales training facilitation and field coaching experience with hundreds of sales people and managers in the U.S. and Canada.

For this event I’m teaming with my associate, Bill Bentley. Bill spent the first 20 years of his career at Procter & Gamble, Frito-Lay, and Nabisco Brands doing process engineering, automation, instrumentation, and process R&D. Bill has held top executive positions in smaller technology companies, including president and CEO of MDT Software, which creates software for Fortune 500 manufacturing firms. Bill founded Value-Train in Atlanta, a training and consulting company that provides six sigma black-belt and green belt certification training to in-transition and other professionals who buy their own training.

The financial crisis rivets people’s attention on revenue – and any means possible for finding, winning, and keeping customers. Yet is any sales opportunity a good thing?

You probably have salespeople working overtime right now on:

• deals they will never win
• deals that might be bad business

Worse, your salespeople might not be working with companies that would buy from you soon if they only knew about you.

The quality of your company’s sales opportunities is crucial to the life of your business. Yet, most companies don’t have consistent meanings for terms such as “lead,” or “qualified opportunity.”

Now more than ever, it is critical to reduce waste and inefficiency in sales and marketing.

There is no better way than precise qualification criteria to increase sales while reducing waste and cost! Some companies we have worked with have increased their close ratios by 50% or more!

On Thursday, February 26, Bill Bentley and I will present some powerful discoveries from years of research helping sales teams to define and clarify their qualification criteria. You will learn

You will learn:

• A simple approach that gets the salespeople energized and excited about measuring qualification
• A four-step technique that produces a qualification instrument with 90%+ forecast accuracy
• The specific statistical techniques required to analyze sales observation data
• Crucial things you need to know about your sales process that only statistics can tell you
• How this approach dramatically improves selling behaviors – and results
• How to generate evidence for hard ROI on training and other initiatives

What attendees have said about SPIF! Webinars:

“It provided me with more robust tools to begin to shape out a project I have been working on in improving our sales approach overall.
Ruthann, Corporate Executive, Missouri

You get beyond the conceptual and get to Real documents and steps that you use. I have designed a couple of sales processes and am currently tweaking my own process for finding, winning and keeping customers for my consulting biz.
Mike, Consultant, Iowa

If you register for this webinar, you will also be able to listen to last week’s webinar “How to Design a Sales Process for Customer Value and Continuous Improvement.”

• Part 1 – February 19:
  “How to Design a Sales Process for Customer Value and Continuous Improvement“
• Part 2 – February 26:
  “How to Define Qualification Criteria to Improve Forecast Accuracy and Enhance Selling Behaviors“

You’ll receive immediately actionable information that will change the way you manage your marketing and selling organization. You’ll gain a perspective on the kinds of sales processes that are possible, and how to determine what your organization needs. The content in these calls will be excellent for anyone who is analyzing their sales process/organization to determine what kind of outside help might be needed.

The webinar is free to members of SPIF! – the Sales Performance Improvement Forum.

Non-members may attend both webinars for a fee of $47.00. Registered attendees will receive access to the recorded versions of the presentations.

Membership in SPIF! (optional) provides access to all previous webinars, the Print SPIF! newsletter, and private bulletin board forums.

Act now to reserve your spot for this unusually interesting event.