Next Webinar

How to Design a Sales Process

For Customer Value and Continuous Improvement

Guidebook Launch Webinar

February 19, 2009, 3:00pm Eastern Time

[TABLE=4]

[TABLE=6]

The financial crisis makes lots of people interested in improving revenue.

Yet most companies’ sales processes are a bit helter-skelter. Each salesperson has their own idea of what works, and the marketing department beats to a different drum.

Is there a way to improve on this situation, and, if so, how?

• Which sales guru should you listen to (if any)?
• Which marketing or lead-generation technique applies to your situation?
• Once you do change your process, how do you get salespeople and others to effectively do their part?

Never has there been more concern (or confusion) around answering these kinds of questions.

In this webinar, Michael Webb, author of “Sales and Marketing the Six Sigma Way,” and Robert Ferguson will present the first authoritative approach for designing business-to-business sales processes.

You will learn:

• The most common problems with “the sales process,” and how to avoid them
• The elements required for a sales process that get customers to pay attention and to buy
• The forethought required for enabling the process to be measured, so it can be improved
• How to involve and engage salespeople and marketers from the start
• How to determine which improvements are needed, and how to make them stick

“I was seeking someone with ‘new ideas’ in the application of Six Sigma to Marketing and Sales. There are few ‘gurus’ in the US today who have profound knowledge in this area. Mike filled that gap in knowledge we needed. Mike brought new thinking to our organization that resulted in our ‘Evidenced-Based Selling’ initiative. Our sales revenue grew from $52 million to $148 million, and achieved EBITA compounded growth rate (CAGR) of 33%. Mike’s help was instrumental in achieving these results. I recommend Mike and his team to your business!”
Greg Schupp, V.P. Operations, MAQUET

Michael and Robert will be announcing an important new Sales Kaizen Guidebook: “How to Design a Sales Process for Customer Value and Continuous Improvement.”

The webinar is free to members of SPIF! - the Sales Performance Improvement Forum.

Non-members may attend for a fee of $47.00. Membership in SPIF! provides access to all previous webinars, the Print SPIF! newsletter, and private bulletin board forums.

[TABLE=6]