Episode 36 – Michael Webb; High-Performing Sales Organizations

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Topic: Joining AntlerBoy and JP today at the Outliers Inn is Michael Webb, President of Sales Performance Consultants.  Michael will share the wisdom he has gained working in sales; from his start at Borroughs Corporation, and Rockwell Automation before founding his firm in 2002.  Most people believe there are two types of sales forecasts; wrong ones and lucky ones.  But Michael believes this is wrong – even lazy.  That there are ways of structuring a sales organizations and its processes so that the results are optimized and predictable, with an emphasis on working on what opportunities are real and which are hope – and hope is not a strategy, hope is dope.  Listen closely, perhaps you will gain insights for improving the sales results in your organization.

Hosts:Joseph Paris, Founder of the OpEx Society & The XONITEK Group of Companies
 Benjamin Taylor,  Managing Partner of RedQuadrant.

Guests: Michael Webb

Company: Sales Performance Consultants
LinkedIn: https://www.linkedin.com/in/michaeljwebb/

About Michael: Michael Webb is the President of Sales Performance Consultants.  He helps B2B companies turn sales and marketing into a continuously improving system that finds, wins, and keeps the right customers, and does it in a way salespeople love.  He works directly with the leadership teams to create tangible outcomes for your company to;

  • Get sales and marketing departments to align almost effortlessly on what creates value and what doesn’t.
  • Get people to stop spinning their wheels on the wrong prospects, flashy technology, and sales training that doesn’t get used.
  • Help salespeople to become more effective with sales skills that are baked into the business, rather than into personalities.
  • Add visibility to deal flow where the data will reveal which bottlenecks are most critical.
  • Help the team to prioritize and implement the best improvement ideas.
  • And, bottom-line, improve sales productivity, and margins relative to competitors

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