Quick Sales Productivity Boosts

If you are a salesperson and you need a productivity boost, there are lots of possibilities, such as better meeting preparation, more practice presenting, maintaining your relationships, and working to become more organized. However, what if your entire organization needs a sales productivity boost? What can an Read more

How to Generate and Sustain a 25% Increase in Sales Opportunities in 90 Days or Less with Sales Kaizen

by Michael Webb with Brian Carroll

Introduction

The current economic crisis only amplifies a hidden secret many companies struggle with: lead generation. Perhaps they don’t know how to generate leads, or they cannot get the support they need from the rest of the organization. Whatever Read more

How to Generate and Sustain a 25% Increase in Sales Opportunities in 90 Days or Less

Marketing Lead Generation Process Improvement

Michael Webb and Brian Carroll, author of “Lead Generation for the Complex Sale” describe how to identify the causes of not enough sales opportunities, and how to implement a kaizen event that will increase the quantity and quality of leads by at least 25% in 90 days or Read more

How to Generate and Sustain a 25% Increase in Sales Opportunities in 90 Days or Less

Atlanta, Ga. (Jan 30, 2009) — Sales and marketing managers are struggling to bring in more revenue without spending money. SPC, Inc., a company in Norcross, Ga, is releasing valuable information on how B2B companies can sell more while spending less using kaizen – a management method that generates continuous improvement. Michael Webb, founder of SPC and author of “Sales and Marketing the Six Sigma Way” (Kaplan Publishing, 2006), teams with Brian Carroll, CEO of InTouch and author of “Lead Generation for the Complex Sale” (McGraw Hill, 2006), to illustrate how to permanently increase your company’s ability to generate qualified sales opportunities for your B2B sales team in 90 days or less.

“How to Generate and Sustain a 25% Increase in Sales Opportunities in 90 Days or Less” Sales Kaizen Webinar with Brian Carroll Author of “Lead Generation for the Complex Sale”

The press release can be read here:

http://www.prweb.com/releases/2009/01/prweb1939224.htm

How a Marketing Kaizen Event Can Make Your B2B Website Rock in 90 Days or Less

Marketing Lead Generation Process Improvement

Michael Webb and John Fox describe simple and powerful improvements you can make to your B2B website. This makes a great kaizen event, because it is

• limited in scope,
• easy to accomplish, and
• produces measurable results quickly.

The whole presentation is approximately 1 hour and Read more

Unconventional B2B Marketing Creates Success for Small Company

by Michael J. Webb Most businesses have difficulty finding, winning, and keeping enough customers at one time or another. This can be especially true for companies in technical industries. Synergetic Microsystems had this problem, and this article explains how they solved it. First, some Read more

How to establish a clear cause and effect relationship between promotional expenditure and sales

By Justin Roff-Marsh Over lunch, a CEO recently admitted to me that his financial controller was using his organisation’s profits to build quite a substantial commercial property portfolio. When I asked if this was best use of his organisation’s free cashflow, he smiled, “How Read more

Nurturing – The Secret to Doubling Your Sales Conversion Rate

by Michael J. Webb (pdf of this article) The root cause of most sales process problems is the failure to understand the customer’s point of view. It is every seller’s dream to stumble Read more

Why Don’t Six Sigma Training Companies Sell the Six Sigma Way?

A prominent Six Sigma training company recently packaged their 16-page color brochure along with an issue of an internationally recognized process improvement magazine. Inside, the “Message from the President” read:

“Dear Valued Customer: “We wanted to bring you up to date on a few of the experiences we’ve had at [Our Company] these Read more