Sales Process Excellence

Author : Michael Webb
Publisher :
ISBN 13 : 9780977107223
Total Pages : pages
Book Rating : 4.21/5 ( download)

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Download or read book Sales Process Excellence written by Michael Webb and published by . This book was released on 2014-09-10 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Why are B2B sales and marketing problems so persistent? Why don't digital and social marketing, lead generation, sales training, CRM systems, and even so-called sales process improve sales productivity and profit?In Sales Process Excellence, Michael Webb traces sales and marketing problems to their root causes in traditional management methods, such as pushing product, setting quotas, and trying harder while doing the same things over again. He explains why these methods actually create barriers for leaders, and reveals an alternative that avoids them. What's the alternative? Sales process excellence. Drawing on years of experience with B2B sales managers, general managers, and process excellence leaders, Webb shows how you can engage your team to:* Learn what customers want from your salespeople, your channels, and on your website* Design your process to tell you who will buy, who won't, and why* Increase margins and accountability, while earning field salespeople's cooperation and respect * Synchronize marketing, sales, and service into a smooth production flow, and then accelerate it* Use data you didn't know you had to drive decisions that reliably grow your businessWebb illustrates data-driven ways to motivate and guide sales and marketing teams with a precision approaching that found in production operations. In this book, you will learn how:* A food packager doubled sales productivity, creating a new market where no one else could compete* A water filter distributor revived its growth by moving salespeople from servicing dealers to selling to new customers through those dealers* A paint supplier achieved its five year plan in four years by transforming itself from selling commodities to selling high-margin services* A dozen other companies opened sales bottlenecks, developed new products, reduced waste, and increased deal flow.Stop relying on wasteful promotions, undependable sales heroes, and management methods pitting people against one another. In this book you will learn proven principles for finding customer value and locking in profit in ways competitors can't imitate, while increasing predictability and reducing business risks.

Author : Michael Webb
Publisher :
ISBN 13 : 9780977107261
Total Pages : 0 pages
Book Rating : 4.64/5 ( download)

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Download or read book Sales Process Excellence written by Michael Webb and published by . This book was released on 2023-11 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your products and services benefit customers. Your talented people solve customer's problems daily. Your approaches to awareness, conversion, and retention make sense. You've updated training, coaching, automation, incentives, and more. Still, your results are unsatisfactory.Why Do B2B Sales Problems Persist?Growth is slower than expected. Deals stall. Plans drift into "Whatever works." New products, markets, websites, and sales approaches, are slow to launch. As the sales leader, you struggle to combine art and science. You've seen production teams map processes to reduce variation and eliminate waste. Similarly, you've tried to standardize sales work and language. Yet salespeople don't easily align to these goals.Salesmanship is an applied art that involves luck and randomness. Opportunities, customers, sellers, and managers are unique. Salespeople decide on their own how to behave. This makes sales hard to manage, predict, and scale. If you suspect sales is different from manufacturing, you're right! Sales Process Excellence provides foundations that integrate the art and science of sales. The first foundation is, "Beliefs cause behaviors, observations cause beliefs." For example, the observable characteristics of sales opportunities are your only clues to success. They cannot be taken for granted. Explicitly comparing their observations helps salespeople respectfully agree on facts. This helps integrate and align their beliefs, making sales less subjective.The second foundation is, "Value is created when customers take actions you want them to take." Implicitly, salespeople know they must earn someone's interest and trust if they are ever to earn their money. Observing and measuring these explicitly shows sales (as well as other functions) why and how to change behavior. This new perspective reveals methodologies, tools, processes, and systems that solve persistent sales problems.

Author : Nicholas R. Hall
Publisher : Dorrance Publishing
ISBN 13 : 1649131283
Total Pages : 30 pages
Book Rating : 4.87/5 ( download)

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Download or read book Sales Process Excellence written by Nicholas R. Hall and published by Dorrance Publishing. This book was released on 2020-12-03 with total page 30 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales Process Excellence By: Nicholas R. Hall Excellence in expertise provides a solution to win sales quickly and build relationships. Nicholas R. Hall has a focused strategy for outstanding sales achievements. Each step builds professional selling abilities. Advanced selling experience creates an urgency to buy. Hall has a strong drive to win and execute plans that exceed revenue objectives.

Author : Christian Homburg
Publisher : Springer Science & Business Media
ISBN 13 : 3642291694
Total Pages : 316 pages
Book Rating : 4.92/5 ( download)

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Download or read book Sales Excellence written by Christian Homburg and published by Springer Science & Business Media. This book was released on 2012-10-24 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

Author : Holger Dannenberg
Publisher : Springer Science & Business Media
ISBN 13 : 3834987824
Total Pages : 239 pages
Book Rating : 4.22/5 ( download)

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Download or read book Excellence in Sales written by Holger Dannenberg and published by Springer Science & Business Media. This book was released on 2010-11-02 with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.

Author : Vinay Couto
Publisher : John Wiley & Sons
ISBN 13 : 1119268532
Total Pages : 296 pages
Book Rating : 4.36/5 ( download)

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Download or read book Fit for Growth written by Vinay Couto and published by John Wiley & Sons. This book was released on 2017-01-10 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: A practical approach to business transformation Fit for Growth* is a unique approach to business transformation that explicitly connects growth strategy with cost management and organization restructuring. Drawing on 70-plus years of strategy consulting experience and in-depth research, the experts at PwC’s Strategy& lay out a winning framework that helps CEOs and senior executives transform their organizations for sustainable, profitable growth. This approach gives structure to strategy while promoting lasting change. Examples from Strategy&’s hundreds of clients illustrate successful transformation on the ground, and illuminate how senior and middle managers are able to take ownership and even thrive during difficult periods of transition. Throughout the Fit for Growth process, the focus is on maintaining consistent high-value performance while enabling fundamental change. Strategy& has helped major clients around the globe achieve significant and sustained results with its research-backed approach to restructuring and cost reduction. This book provides practical guidance for leveraging that expertise to make the choices that allow companies to: Achieve growth while reducing costs Manage transformation and transition productively Create lasting competitive advantage Deliver reliable, high-value performance Sustainable success is founded on efficiency and high performance. Companies are always looking to do more with less, but their efforts often work against them in the long run. Total business transformation requires total buy-in, and it entails a series of decisions that must not be made lightly. The Fit for Growth approach provides a clear strategy and practical framework for growth-oriented change, with expert guidance on getting it right. *Fit for Growth is a registered service mark of PwC Strategy& Inc. in the United States

Author : Michael Webb
Publisher :
ISBN 13 : 9780615751887
Total Pages : 320 pages
Book Rating : 4.81/5 ( download)

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Download or read book Sales and Marketing the Six Sigma Way written by Michael Webb and published by . This book was released on 2013-01-09 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Quality management. Process mapping. Speed to production. In the past 50 years, a rigorous, measurement-based methodology called Six Sigma has brought production management to previously unimaginable levels of success and sophistication. Top corporations such as Motorola and GE have built their reputations, products, and revenues using this approach. Indeed, Six Sigma has found widespread application in every significant industry and business-except marketing and sales. In Sales and Marketing the Six Sigma Way, sales and quality guru Michael Webb shows how to blend marketing and sales efforts with the cutting-edge methods of Six Sigma to boost their bottom lines. With Webb's book as a guide, readers learn to engineer rapid routes to customer value, accurately predict future revenue, and ensure return on investment for their projects. In Sales and Marketing the Six Sigma Way, you will:* Find out why "the usual fixes" for sales problems don't work* Meet executives who have used Six Sigma to imrpove marketing and sales results* See the pitfalls that await the unwary when applying process improvement in sales* Learn how to introduce Six Sigma to sales and marketing professionals* Discover through examples and cases how to manage sales as a process Webb walks readers through several Six Sigma sales and marketing projects from start to finish, highlighting the tools, decisions, and results that made them successful. He shows the practical methods managers use to translate process improvement principles to the human world of selling and marketing. With his dual background in sales and marketing management and in quality improvement, Webb speaks clearly to readers in both disciplines. This makes Sales and Marketing the Six Sigma Way,the indispensible guide for sales and marketing professionals who want to excel in today's business environment, and for quality improvement experts who want to help them.

Author : George E. Palmatier
Publisher : J. Ross Publishing
ISBN 13 : 9781932159004
Total Pages : 292 pages
Book Rating : 4.02/5 ( download)

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Download or read book Enterprise Sales and Operations Planning written by George E. Palmatier and published by J. Ross Publishing. This book was released on 2002-10-15 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: An effective sales and operations planning process is essential to successfully implementing any integrated management system, such as enterprise resources planning or supply chain management. Enterprise Sales and Operations Planning: Synchronizing Demand, Supply and Resources for Peak Performance illustrates the effective real world implementation of this powerful process.

Author : Kevin J. Duggan
Publisher : McGraw Hill Professional
ISBN 13 : 0071768564
Total Pages : 321 pages
Book Rating : 4.66/5 ( download)

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Download or read book Design for Operational Excellence: A Breakthrough Strategy for Business Growth written by Kevin J. Duggan and published by McGraw Hill Professional. This book was released on 2011-09-16 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: Beyond Six Sigma and Lean! Design your processes to facilitate real business growth, in both healthy and unhealthy economies Design for Operational Excellence defines why companies embark upon continuous improvement—and the true answer is not to improve efficiency, quality, or eliminate waste! The reason is to achieve Operational Excellence. Duggan, an established authority on OpEx, provides the design criteria and guidelines that enable you to grow your business organically by refocusing management’s attention from running the business to growing the business. Founded on eight key principles, this groundbreaking system facilitates the continuous flow of value into any operation—from customer service to sales to manufacturing. Kevin J. Duggan is a renowned speaker, executive mentor, and educator in applying advanced lean techniques to achieve Operational Excellence and the author of two books on the subject: Creating Mixed Model Value Streams and The Office That Grows Your Business—Achieving Operational Excellence in Your Business Processes. As the Founder of the Institute for Operational Excellence, the leading educational center on Operational Excellence, and Duggan Associates, an international training and advisory firm, Kevin has assisted many major corporations worldwide, including United Technologies Corporation, Caterpillar, Pratt & Whitney, Singapore Airlines, IDEX Corporation, GKN and Parker Hannifin. A recognized expert on Operational Excellence, Kevin is a frequent keynote speaker, master of ceremonies, and panelist at international conferences, and has appeared on CNN and the Fox Business Network.

Author : Michael J. Webb
Publisher :
ISBN 13 : 9780977107209
Total Pages : 182 pages
Book Rating : 4.05/5 ( download)

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Download or read book Introduction to Sales Process Improvement written by Michael J. Webb and published by . This book was released on 2005-06-01 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bring science to marketing and selling organizations without causing more problems than results. Marketing and sales executives are working harder than ever to be more profitable, and more predictable. All too often they do not have the facts they need about the causes of variations in their results. Introduction to Sales Process Improvement illustrates an approach to identifying the value they create for prospects and customers. It illustrates how the analytical tools of the quality movement and Six Sigma can be applied to analyze causes for unwanted results so they can take corrective action. By this means, results can be improved and made more predictable, both for the customer and for the selling organization.