Sales and Marketing the Six Sigma Way

Features

• Cover Type: Hard Cover with 298 pages
• Published by: Kaplan Business August 1, 2006
• Written in: English
• ISBN 10 Number: 1419521500
• ISBN 13 Number: 978-1419521508
• Book Dimensions: 8.9 x 5.9 x 1.2 inches
• Weighs: 1.3 pounds

Product Review
“Sales and marketing are new frontiers for Six Sigma and Michael’s book provides practical insights for any organization that is considering how to connect their continuous improvement efforts with top line growth and customer satisfaction."—John Biedry, Senior Vice President Continuous Improvement, ServiceMaster
 
 


"The name of the game is not to design the sales process around ourselves, but to create customer value. Sales and Marketing the Six Sigma Way is relevant to all executives who are looking to deliver maximum results internally and externally.”—Gregory T. Deininger, V.P. National Accounts, Marriott

"It isn't often that I can recommend a Six Sigma book because reducing defects tends to be product-focused and internally-oriented. This book is not only different but better than any other Six Sigma book I've ever seen because it actually shows how to use it to increase the value of your relationships and
experiences with your customers. This is the way Six Sigma should be done." —Paul Greenberg, author of CRM at the Speed of Light


Product Description
Quality management. Process mapping. Speed to production. In the past 50 years, a rigorous, measurement-based methodology called Six Sigma has brought production management to previously unimaginable levels of success and sophistication. Top corporations such as Motorola and GE have built their reputations, products, and revenues using this approach. Indeed, Six Sigma has found widespread application in every significant industry and business—except marketing and sales.   In Sales and Marketing the Six Sigma Way, sales and quality guru Michael Webb shows how to blend marketing and sales efforts with the cutting-edge methods of Six Sigma to boost their bottom lines. With Webb’s book as a guide, readers learn to engineer rapid routes to customer value, accurately predict future revenue, and ensure return on investment for their projects.   In Sales and Marketing the Six Sigma Way, you will: * Find out why "the usual fixes" for sales problems don't work* Meet executives who have used Six Sigma to imrpove marketing and sales results * See the pitfalls that await the unwary when applying process improvement in sales * Learn how to introduce Six Sigma to sales and marketing professionals* Discover through examples and cases how to manage sales as a process Webb walks readers through several Six Sigma sales and marketing projects from start to finish, highlighting the tools, decisions, and results that made them successful. He shows the practical methods managers use to translate process improvement principles to the human world of selling and marketing. With his dual background in sales and marketing management and in quality improvement, Webb speaks clearly to readers in both disciplines. This makes Sales and Marketing the Six Sigma Way the indispensible guide for sales and marketing professionals who want to excel in today's business environment, and for quality improvement experts who want to help them.  

Reader Reviews
If your salespeople aren't getting the results you want, check out this book. Flawed sales processes may be the root cause. Michael Webb shows you how to apply a rigorous analysis to your sales methodology to help you discover the disconnects, bottlenecks and dysfunctional processes that are limiting your ability to be successful. I especially like his points on leveraging the Voice of Customer to develop powerful value propositions and his insights on how marketing can create tools that drive every single step of the sales process. The strategies are very aligned with what I recommend in my book, "Selling to Big Companies." If you're in a sales leadership position, make sure you read this book.