Michael Webb is one of a very few sales consultants with a broad, deep background in Lean and Six Sigma that also – as he often puts it – keeps a focus on making the B2B sales funnel flow faster. Mike is the Owner of Sales Performance Consultants and the author of two books; Sales and Marketing the Six Sigma Way and the recently released Sales Process Excellence.
A few of the many topics we discussed:
- Why is B2B revenue growth so hard?
- Why Systems Thinking is so critical
- How to get the whole company involved in the sales process
- Value vs. Waste
- Bad assumptions that sales managers make
Lots and lots of food for thought and great suggestions for pragmatic follow-up actions.