My name is Michael Webb, and I'm the author of "Sales and Marketing the Six Sigma Way" (Kaplan, 2006).
My team and I have helped dozens of companies in North America sell more of the right customers at higher margins and lower costs by applying the concepts of lean and six sigma to their sales and marketing departments. Large companies, like Thermo Fischer Scientific, medium sized companies like MAQUET, and a variety of smaller companies as well.
In early November we began conducting teleconferences to share that knowledge with you. Our third teleconference will be held on December 18 at 3:00PM Eastern to launch a detailed new guidebook for your benefit:
How to Conduct a Sales Kaizen Event
to Improve Your Sales Process
in a Way Your Customer Will Love
Dec 18, 2008 - 3:00 PM Eastern
The economic shock waves we've all been experiencing make it imperative for our companies to find ways of generating more of the right customers at higher margins and lower costs. Yet your company's current sales process might be capable of creating the results you need next year. The concepts of Lean Six Sigma process improvement hold incredible potential for companies if they are properly translated to the sales and marketing culture. That translation is what this guide book is all about.
"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, 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
In this teleseminar, we'll illustrate how the Kaizen approach systematically addresses the key problems faced by sales and marketing departments. For example:
- Typical blind spots caused by the functional mind set, such as understanding value add and measurement
- Solving the "dandelion" syndrome (where problems you tried to solve keep sprouting)
- Enabling the team to improve the over all system, rather than sub-optimizing departmental or individual results
- Leveraging known best practices to re-invent your process in manageable, measurable steps through "Little Kaizen" events
- A repeatable, step by step process for leading your team through a Sales Kaizen
This will not be a fluffy, salesy teleseminar. This material results from many years of in-the-trenches work solving practical sales and marketing problems. At the end of the seminar, if you choose, you'll be able to purchase the "
How to Conduct a Sales Kaizen Event Guidebook" for your company at a special introductory price - available ONLY to individuals who register for this teleconference. (An MP3 recording of the event will be available to all registered attendees.)
Why are we going public with our proprietary materials? Simple: with the financial crisis in this economy, there is a huge need right now. Far more need than we could ever satisfy. Companies need a scientific, evidence-based, repeatable way of developing, measuring, and improving their sales processes. This information should be available to businesses in the same way other quality and process improvement material is available: via copyrighted materials at reasonable prices.
"The sales process you helped us invent here has made quite a difference. We redefined the Territory Managers job and re-defined who our customers were and were not and what the salesman was supposed to do with them. The top 20% of our dealers are up 60% in sales in a market that is down 12% this year (residential new construction). Not bad!"
Bruce Ritchey, President/CEO
WaterFurnace Renewable Energy, Inc.
Some companies will take what they learn from us in this seminar and apply it successfully for themselves. We know all we'll get from them is perhaps a "Thank You" from them, and that's alright.
Other companies will need a little more support to achieve their objectives. If you're one of those we hope to talk with you, because we know what kind of difference these powerful techniques can make in your business.
Fill in the fields below, and click the button, and you'll receive a confirmation request. When you confirm that email, you'll receive the link for attending the seminar.
How to Conduct a Sales Kaizen Event
to Improve Your Sales Process
in a Way Your Customer Will Love
Dec 18, 2008 - 3:00 PM Eastern
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