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.
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Generating More Sales from Existing Customers
Many B2B companies struggle to identify untapped sales opportunities and maximize revenue from the customers they've already acquired. In this four-part recorded training session, learn what leading sales operations are doing differently to grow share-of-wallet with existing customers.
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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
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17 Insights That Improve Close-Rates & Margins
The more your team knows about how your prospects perceive the marketplace, the better the chances are for success. This guide provides the key prospect insights that can improve close-rates, margins, and long-term customer values.
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Digging for Gold by Analyzing Wins and Losses
How many companies really understand why they lose deals...or why they win? In this expert interview, Rick Reynolds of AskForensics discusses lessons learned from win/loss analysis of nearly $12 billion worth of business.
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