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
Arming Sales to Protect Value
The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.View This Research
Increasing Revenue Through Real Strategic Sales
It’s so easy to get caught up in the tactics of selling. But your sales strategy shouldn't take a backseat to the tactical to-do list. This recorded training session helps you get beyond the tactical and understand what real strategic selling is all about.View This Webinar
Moving the "Meaty Middle"
The primary focus for Sales Ops should be on improving the performance of the middle-of-the-road salespeople who comprise the majority of the team. In this on-demand webinar, learn why it's so important and how to make it happen.View This Webinar
How Marketing Automation Is Changing Sales
In this interview with Debbie Qaqish, we explore why marketing automation is becoming so popular and what the long-term implications are.View This Interview
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
Come Join Our Next Webinar
Selling Your Sales Ops Initiatives
How to Secure Internal Support for Investing More in Your Sales Operations
Save Over 20% With Exclusive Discount
Sales Services or Technology?
Check out the SellingBrew directory and learn more about providers like these:
And more! Visit the directory and get the help and solutions you need.