Six Sigma Selling: Virtual Book Tour Announced for "Sales and Marketing the Six Sigma Way"

June 14, 2007

Virtual Book Tour Announced for "Sales and Marketing the Six Sigma Way"

Norcross, GA, June 13, 2007--Senior executives often struggle to cause their companies to perform predictably and efficiently in the market. That's partly because marketing and selling tend to be among the most mysterious and hard-to-manage functions in the business.

• CEOs can feel captive to an underperforming sales V.P., because replacing them is not a sure solution.
• Managing the marketing V.P. can also be frustrating, because marketing executives seem addicted to fancy programs with no assured ROI.

So, how can senior executives get marketing and selling departments to cooperate while transforming them into a smooth-running, easy-to-understand production system?

At 3:00 PM Eastern, on Thursday, June 21, 2007, author Michael J. Webb will answer this questions and others during his Virtual Book Tour for “Sales and Marketing the Six Sigma Way” (Kaplan Publishing, 2006). Webb will personally describe how companies can reap Lean Six Sigma benefits in marketing and sales departments, similar to those already seized in other departments that have tried Lean and Six Sigma projects. Using examples from the book and from client files, Webb will show participants how these approaches impact financials by:

• Identifying (and actually measuring) value creation in sales and marketing.
• Aligning goals and objectives so marketers, sellers, and service departments are pulling in the same direction.
• Spotting bottlenecks in finding, gaining, and keeping customers, so the process can be continuously refined and improved.
• Truly understanding what your customers value, and leveraging this information to improve the sales process.

The time and date of the teleconference are as follows:

Date: Thursday, June 21, 2007
Time: 3:00 PM Eastern Time, USA
Duration: 55 minutes

http://www.askmichaelwebb.com

Visitors who register will receive the Introduction and Chapter 1 of “Sales and Marketing the Six Sigma Way” free, as well as an email with the tele-seminar phone number and access code. After the event, they will be provided with access to an MP3 file recording.

Michael J. Webb

June 14, 2007

June 14, 2007 in Marketing | Permalink

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What People Say

Frank Wiley, President - Magnitude Marketing, LLC
"Webb's breakthrough ideas show how marketing, selling, and servicing functions can be approached as a process - with input and outputs, causes and effects. I highly recommend this book to all senior executives - whether they are aiming for better forecasting, better market share, higher margins, or reduced cost of sales. It will completely change the way you view sales and marketing, and help you get a handle on sales process improvement."
Bill Bentley, President - Value-Train
"Hats off to Mike Webb for tackling this challenging subject. Improving sales and marketing is like training your cat to come when you call it. It's an interesting thing to think about but full of pitfalls to the uninitiated. Mike however is very initiated and this book does a good job of showing you how quantitative methods can apply to a traditionally hard to manage business. It's not that sales forces don't have metrics. You could argue that they have the ultimate metric. Did we make the sale? Like your cat, these groups seem to have a mind of their own and the cause and effect of the activities that go into making the sale aren't usually methodically examined and improved. Mike shows you how to do that with style."
Jeff Kostermans President & CEO, LeadGenesys
"Think about it... marketing and sales can easily represent nearly half of your company’s annual expenses. This expense is far from being optimized when 9 out 10 leads are typically discarded early in the sales cycle. Companies that do not apply a systematic and truly accountable approach to blending marketing and sales will undoubtedly struggle to survive in this increasingly competitive business climate. This book concisely applies practical Six Sigma methods to help companies boost customer value and realize greater ROI out of their marketing and sales investment. If you know there’s room for improvement between your marketing and sales teams, I highly recommend you leverage this book as a key competitive advantage."
Dan Kosch and Mark Shonka, Co-Presidents of IMPAX Corporation
“This book is essential reading for anyone in sales and marketing. Mike Webb’s unique perspective is captured in this excellent roadmap on how to organize, measure, and lead both marketers and sellers to greater success."
Ray McKinney, Director of Development - Matrix Technologies
“Michael Webb has once again demonstrated his clear and systematic thinking about delivering value to customers in this must read book, ‘Sales and Marketing the Six Sigma Way.' In this book, Mike provides tools to help measure your sales processes in terms important to your customers. Then, you can continuously improve your processes of Finding, Winning and Keeping Customers.”
Aaron Ross, Director, Corporate Development, Salesforce.com
"Sales and marketing organizations have historically been slow in adopting the benefits of Six Sigma for a variety of reasons, especially because of the effort required to "translate" the ideas, tools and case studies in ways that make clearly sense to their world. Michael Webb has created a book for them that finally makes it easier to understand both what the benefits are, and how to achieve them. Thank you Michael!"
Perry Marshall, Principal - Perry Marshall and Associates
"Michael Webb has a very incisive, clear-headed approach to untangling complex sales problems. 'Sales and Marketing the Six Sigma Way' breaks the sales funnel into its component parts and systematically identifies bottlenecks and disconnects that waste your time and resources. Selling might have been done by the seat-of-the-pants in the 20th century, but that isn't going to work now. Those who miss this shift will find themselves further and further behind quotas and locked in a corporate pressure cooker. But those who recognize and act will discover that the current business climate can be enormously rewarding and profitable. This book is not a sales rah-rah session. It takes enormously successful methods from manufacturing and applies them to the toughest job in your company - getting orders from customers. I wholeheartedly recommend Michael and his innovative methods."
Willis Turner, CAE, CSE - President/CEO, Sales and Marketing Executives International (SMEI)
"Michael Webb brings true understanding to sales and marketing through process thinking. If you want a harmonious relationship between sales, marketing and customer service that will drive customer value, you need to read this book!"
Sheila Mello, Author, "Customer-Centric Product Definition"
"If you don't know what you have done to succeed or what has caused you to fail, you are leaving your destiny to chance. In our experience, when you understand and remove obstacles to your customers achieving their objectives, you create customer value by helping them succeed. In addition, putting your own processes under the microscope can reveal the what's inhibiting you from achieving your sales goals. Michael Webb's straightforward approach to sales and marketing using the popular Six Sigma method is presented with a sense of humor and lots of examples. Well worth your time!"
Kamal Hassan, Global VP of Business Development, BMG
“If more books on the subject were as concise and fun to read as 'Sales and Marketing the Six Sigma Way,' the business world would be a better place. The book will provide sales and marketing executives with money-making tools they can use daily.”
Jack Snader, President Systema Corporation
"Applying Six Sigma to Sales and Marketing?? Initially I was skeptical, but after reading this book, I'm a believer. Applying these principles correctly will help sales managers solve many of the challenges they face every day in their quest to improve sales performance.”
Paul Greenberg, Author, CRM at the Speed of Light
"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."
Gregory T. Deininger, V.P. National Accounts, Marriott
"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.”
John Biedry, Senior Vice President Continuous Improvement, ServiceMaster
“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."

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June 14, 2007

Virtual Book Tour Announced for "Sales and Marketing the Six Sigma Way"

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