"Your approach to designing and measuring a sales process is right on! This Introduction is an invaluable tool for companies who are struggling with how to leverage value in their go-to-market strategy. You address head-on the myriad problems I run into when I help my customers improve demand creation and speed up sales velocity. If they did what you suggest, they'd simplify and streamline their processes and their lives-as well as increase their sales. The knee-jerk reactions and band-aid solutions that ultimately create even bigger problems for them would be long gone."

Jill Konrath
President
SellingtoBigCompanies.com

"We train & develop sales forces all over the world and, Michael Webb's sales process improvement series is a MUST if you want to dramatically improve your sales team's ability to spend time with qualified opportunities, create more value, and get your sales team all working within a common framework."

Randy Zales
President
The Randy Zales Company
Tampa, FL

"I recently purchased Michael Webb's guidebooks. I've been in sales consulting for a number of years, and served in various sales leadership positions prior to that.

Michael does an extremely good job of laying out a step by step process that enables any business or consultant to take control of a sales process, uncover the value the company provides, and establish qualifying criteria to maximize sales efficiency and effectiveness ... I found the manuals to be easy to read and right on the mark.

These are a must read for anyone responsible for improving sales performance."

Vaughn Rachal
Partner
Sales Impact, LLC Washington, DC

"I really appreciated the reading of your documents, now I have to face the objections of my senior sales manager who only knows the alchemy of selling !!!! ... Once again, I really appreciated the quality of your documents."

Patrick Gadeyne
General Manager
rs2i, France

Hi Michael,
I bought your trilogy last X-mas and felt like partly discovering new horizons, partly finding thoughts and experiences not yet formulateed in a useful way.

Some themes I brought up in front of my MBA students and some in my customer portfolio. They love it!! and this is the other side of the world (The Netherlands), not really of direct business interest for you perhaps, but all the same I will start sending all my students (who are 30/ish managers largely form multi-national companies who are polishing their educational status) to your site and work.

Hope you will go on! Best regards,

Frank M. Lock
The Netherlands

Your approach has helped us understand how to add value to prospects and customers with every interaction. As a result we are more in the role of trusted advisors and less in the role of just another vendor.

Rob Schnieders
President
AHA! Interactive, Inc.
Chicago, USA