Senior Executives:

Are your sales and marketing teams missing their numbers?

(yet working harder than ever?)

Now there’s an evidence-based approach

to improving sales and marketing results

Sales and marketing teams that are missing their numbers are a huge challenge for senior executives.

Declining sales, poor forecast accuracy, feast-or-famine cycles, and unpredictable results can damage cash flow. Your sales and marketing leaders are probably working hard to do the right thing.

So, why don’t things get better?

It might be time to take a new approach
Sellers and marketers rightfully believe what they do is special. Art, not science. It does take something special to understand social nuances and influence people effectively. Like other specialized employees, sellers and marketers need to be leveraged in the best possible way for the company and the customer.

Unfortunately, most people still assume this arena is not subject to rational, data-oriented process improvement. They assume marketers and sellers know what they are doing, even thought they have no hard data – no evidence of causes and effects.

As a result, they fall victim to a roulette wheel of possible fixes: branding campaigns, trade shows, sales training, CRM software, and more. Without data, what’s the difference between a miracle and the “solution of the day?” (A re-org? Replacing the Sales VP? A new comp plan? New products? The list goes on.)

All these increase investment risk. Most executives take such frustrations for granted, relying on their gut and experience. Their job requires them to act like they know what they are doing (even when they secretly know that they don’t).

“Art vs science” is not an excuse any more

SPIF! is a professional educational community devoted to evidence-based approaches to improving B2B revenue results. Education on the scientific principles of managing and improving sales and marketing ought to be as readily available as it is in other professional societies, such as the American Society for Quality (ASQ) or the American Society for Operations Management (APICS).

This website will help you help your company to find and win more of the right customers, while spending less time and money doing it.

Browse over 100 thought-leading articles and recordings (a list of the most popular articles is at the left). Listen to or watch the free videos and interviews. You’ll find a host of techniques and examples you can apply in your organization.

Become a professional member, and you’ll receive a front-row seat for penetrating new articles, webinars, and courses each month that will help you lead and manage your sales and marketing organization more effectively.

Learn from the leaders

SPIF! is sponsored by Sales Performance Consultants, Inc., the leading proponent of evidence-based approaches to managing sales and marketing. Our team members are experts at implementing effective street-level and executive-level selling, while enabling you to measure your activities and results like a production system.

Since 2002, we’ve published more than 100 articles and six books on sales process improvement, including the acclaimed “Sales and Marketing the Six Sigma Way” (Kaplan Publishing, 2006). Sales training, marketing, and software companies (including Google) provide our books to their clients and customers. Leading professors at universities around the world use them as texts for undergraduate and graduate courses. Forty percent of the customers for our information products are other consulting companies. And, our corporate clients are able to lead and manage their sales and marketing organizations far more effectively than their competitors.

Of course, you can unsubscribe at any time. And your information will never be sold or rented to anyone else. Look around and tell us what you think. We look forward to hearing from you!

Michael J. Webb, President
Sales Performance Consultants, Inc.
5354 Fox Hill Drive
Norcross, GA 30092

P.S.
Check out the Free Sales Process Basics area for an eye-opening introduction to sales process improvement. When you opt in, you’ll receive a wealth of valuable educational materials for yourself and your team. SPIF! is a totally professional organization: your email address will not be divulged to anyone.

(Unfortunately, spam filters look for words like “Sales” and “Performance,” so they may think the SPIF! newsletter is spam (since it comes from the “salesperformance.com” domain). To make sure you receive the professional educational materials you expect, please go into your email system right now and white-list www.salesperformance.com. Our focus on quality over quantity prohibits us from even being tempted to send spam. You may unsubscribe from our lists at any time.)