Sales Process Excellence

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.

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.

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.

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.

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.

Download or read book Operational Excellence written by James William Martin and published by CRC Press. This book was released on 2007-12-13 with total page 664 pages. Available in PDF, EPUB and Kindle. Book excerpt: To successfully compete in today‘s global marketplace, organizations can and must do more to improve their internal operational efficiencies. Operational Excellence: Using Lean Six Sigma to Translate Customer Value through Global Supply Chains consolidates hundreds of tools and methods into 110 key concepts designed to translate thevoice o

Download or read book Lean for Service Organizations and Offices written by Debashis Sarkar and published by Quality Press. This book was released on 2015-01-25 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: Service organizations and offices worldwide are beginning to realize that only those companies that are efficient and able to meet the changing needs of customers will survive the fierce competition of the marketplace. Adopting lean puts anyone in a position more likely to build an intimate relationship with customers and build a foundation of operational excellence. Lean as a philosophy is new to the service companies, and many of them struggle to find the correct approach for its adoption. Many declare early victory after a few successful projects only to realize that the benefits do not sustain over a period of time. This happens because they do not really know what it takes for a holistic lean implementation in a service organization.!--nl--Lean has the ability to address a wide range of problems faced by service companies, such as: complexity reduction, sales force productivity enhancement, operations risk control, cost leadership, combining scale with flexibility, service excellence and improving employee morale & involvement. Many of the principles discussed in the book are based on the author’s first-hand experience in lean implementation. Being from a practitioner’s viewpoint, Lean for Service Organizations and Offices is light on theory and heavy on application, exactly what’s needed for a holistic and comprehensive lean transformation. Read an interview with the author in The Hindu.