Exploring the Principles of Sales Process Excellence
A Discussion with Michael Webb About Applying Process Improvement Methods to B2B Sales
There's a massive difference between just "trying to improve" in a general sense and leveraging a rigorous, fact-based method for driving systemic improvement. While the former may yield fleeting results on occasion, the latter provides a framework for solving the right problems, in the right ways, to drive continuous improvements in efficiency, effectiveness, and results. In this expert interview, Michael Webb, the author of Sales Process Excellence, discusses how the time-tested principles, concepts, and tools of process improvement should be utilized in B2B sales environments.
This interview is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Isolating the Impacts of Price, Volume, Cost and Mix
Using this straightforward tool, you can finally put an end to the second guessing and skepticism by isolating and quantifying the contributions of price, volume, cost and mix to period-over-period revenue and margin differences.
View This Tool -
Sales Analysis That Actually Makes a Difference
In this expert interview, Dev Tandon talks about how and why leading companies are looking at sales and business analytics differently. He also discusses some of the most powerful sales analyses these companies are using to drive clarity and results.
View This Interview -
How to Maximize Cross-Selling and Up-Selling
Effective cross-selling and up-selling requires operational solutions that only Sales Ops can deliver. In this on-demand webinar, learn how some innovative groups are making happen---efficiently, effectively, and very profitably
View This Webinar -
How to Avoid Guesswork in Value-Based Selling
Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.
View This Tutorial
Why Subscribe?
When you join your peers and become a SellingBrew Playbook subscriber, you get immediate access to this interview as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial sales ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in sales who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific sales ops challenges