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

Is Your Sales Process Lighting the Way or Shrouded in Mystery?

Many people believe that sales and marketing should be more organized, more accountable, and more predictable. This is much easier said than done, of course. In working with these organizations over the years as a manager, a leader, and a consultant, I’ve uncovered some patterns that you can learn from. Read more

Internet Marketing and Six Sigma (Conference Presentation) (members only)

Michael’s pioneering presentation of the links between direct-response Internet marketing and Six Sigma. Too many B2B companies have failed to respond to the opportunity offered by Internet Marketing! This conference paper was presented at a conference held in Chicago on applying Six Sigma to Sales and Marketing. Read more