Next Webinar

How to Design a Sales Process

For Customer Value and Continuous Improvement

Guidebook Launch Webinar

Thursday February 19, 2009, 3:00pm Eastern Time

Design principals and tips you need to know
to make your sales flow like water – and get results fast.

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 again with my associate, Robert Ferguson. Bob is a former VP at Bristol-Myers Squibb, was a senior consultant at Joiner and Associates, and was VP Marketing for an international consulting firm in Detroit. His sales process design work at DuPont Automotive won the DuPont Innovation Award and was benchmarked world class by Xerox, another of Bob’s several F-100 clients. He has been involved in advanced quality and major kaizen initiatives in Operations, Product Development, and Sales & Marketing; and trained and toured with Masaaki Imai, author of: “Kaizen – The Key to Japan’s Competitive Success.” He holds an engineering degree and has a great depth of business experience as a policy level executive, management consultant, and start-up entrepreneur.

Do your sales processes work in today’s kind of market?

The financial crisis rivets people’s attention on revenue – and any means possible for finding, winning, and keeping customers.

In most companies, if there is a sales process at all, it assumes salespeople should  weed through leads to find prospects.

Few companies have any kind of deliberate design intention in their sales processes, much less one that appeals to your customers this week!

So, how do you create a sales process that actually gets people to think differently in today’s environment? And, even if you could do it, each salesperson has their own idea of what works, and the marketing department beats to a different drum.

There has to be a way to improve on this situation, yet, how?

• Which sales guru (or sales training company) should you listen to (if any)?
• Which marketing or lead-generation (or branding) technique applies to your situation?
• Once you do change things, how do you get salespeople and others to effectively do their part?

Never has there been more concern (or confusion) around answering these kinds of questions!

If you are like most companies, you have to find a way to increase sales!

This webinar is the first of two where Michael Webb, author of “Sales and Marketing the Six Sigma Way,” and senior executive Robert Ferguson will present the first authoritative approach for designing business-to-business sales processes – in a fast, effective, scientific way.

You will learn:

• The most common problems with “the sales process,” and how to avoid them
• How to determine the amount of “medicine” your company needs (less can be more!)
• The elements required for a sales process that gets customers to pay attention and buy
• The forethought required for enabling the process to be measured, so it can be improved
• How to involve and engage salespeople and marketers from the start
• How to design for rapid and sustainable improvement

Michael and Robert will be announcing two important new Sales Kaizen Guidebooks:

• February 19: “How to Design a Sales Process for Customer Value and Continuous Improvement“
• 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 this call 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.