How Product and Marketing Managers Can Increase Sales in a Frustrating Market Michael Webb and Robert Ferguson propose an imaginative solution for product and marketing managers attempting to successfully overcome the challenges presented by new product launches. If you’ve been perplexed by these challenges, be sure to read their Article to discover a framework for […]
Michael Webb
Michael J. Webb, president and founder of Sales Performance Consultants, is the foremost expert on sales process improvement. Michael has helped business executives of both Fortune 500 and smaller companies apply the principles of Six Sigma and Lean to achieve greater sales and marketing results.
Michael delivered the keynote address to the first two conferences ever held on applying Six Sigma to marketing and sales. Michael has helped companies such as MAQUET, Thermo Fisher Scientific, Marriott, WaterFurnace, DDI, and many others to improve their revenue generation by identifying bottlenecks, changing behaviors, increasing close ratios, and improving forecast accuracy. He also has extensive sales training facilitation and field coaching experience with hundreds of sales people and managers in the U.S. and Canada.
Michael is the author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006) and numerous articles. He holds several professional certifications.
How to Avoid the 4 Most Common Mistakes of Sales Process Mapping
March 3, 2008 , By
How to Avoid the 4 Most Common Mistakes of Sales Process Mapping Webb is a strong advocate of process mapping as a technique for improving business results. Based on his work with several dozen clients, he has detected four common mistakes that deter successful use of this technique. Learn what they are and how effective […]
Why Your Sales Process Cost Matters and What You Need to Know to Get it Right
January 8, 2008 , By
Why Your Sales Process Cost Matters and What You Need to Know to Get it Right Michael Webb’s message is loud and clear—don’t assume your sales process is effective in generating profit. In this compelling Article, he provides a method of cost analysis that may prompt you to make changes to eliminate the weak links […]
