Sales And Marketing The Six Sigma Way

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Sales and Marketing the Six Sigma Way

Author : Michael Webb
Publisher :
ISBN 13 : 9780615751887
Total Pages : 320 pages
Book Rating : 4.7/5 (518 download)

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Book Synopsis Sales and Marketing the Six Sigma Way by : Michael Webb

Download or read book Sales and Marketing the Six Sigma Way written by Michael Webb and published by . This book was released on 2013-01-09 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Sales and Marketing the Six Sigma Way

Author : Michael Webb
Publisher : Kaplan Publishing
ISBN 13 : 9781419521508
Total Pages : 320 pages
Book Rating : 4.5/5 (215 download)

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Book Synopsis Sales and Marketing the Six Sigma Way by : Michael Webb

Download or read book Sales and Marketing the Six Sigma Way written by Michael Webb and published by Kaplan Publishing. This book was released on 2006-08-01 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Six Sigma for Marketing Processes

Author : Clyde M. Creveling
Publisher : Pearson Education
ISBN 13 : 0132712873
Total Pages : 322 pages
Book Rating : 4.1/5 (327 download)

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Book Synopsis Six Sigma for Marketing Processes by : Clyde M. Creveling

Download or read book Six Sigma for Marketing Processes written by Clyde M. Creveling and published by Pearson Education. This book was released on 2006-02-17 with total page 322 pages. Available in PDF, EPUB and Kindle. Book excerpt: Nearly half of the top one hundred Fortune 500 companies use Six Sigma methodology in some part of their business. These companies have been among the top one hundred for five or more years and consistently report higher revenue and significantly higher profits than competitors. This underscores the impact on the cost side. Now the focus moves to revenue growth. Six Sigma consultant Clyde M. Creveling’s Design for Six Sigma in Technology and Product Development is the standard guide for product commercialization and manufacturing support engineers who want to apply Six Sigma methodology to technology development and product commercialization. Now, in Six Sigma for Marketing Processes, Creveling joins with Lynne Hambleton and Burke McCarthy to show the ways marketing professionals can adapt and apply those same Six Sigma concepts to create a lean marketing workflow built for growth. This book provides an overview of the way marketing professionals can utilize the value offered by Six Sigma tools, methods, and best practices, within their existing phase-gate processes, as well as the traditional Six Sigma problem-solving approach: define, measure, analyze, improve, control (DMAIC). It provides unique methods for employing Six Sigma to enhance the three marketing processes for enabling a business to attain growth: strategic, tactical, and operational. It goes further to demonstrate the way Six Sigma for marketing and Six Sigma for design can be combined into a unified Six Sigma for growth. In this book, you’ll learn how to apply Six Sigma methodology to Develop a lean, efficient marketing workflow designed for growth Enhance the three marketing arenas for growth: strategic, tactical, and operational Identify leading indicators of growth and become proactive about performance improvement Strengthen links between customers, products, and profitability Redesign marketing work to streamline workflow and reduce variability Assess and mitigate cycle-time risk in any marketing initiative or project Leverage DMAIC to solve specific problems and improve existing processes Use lean techniques to streamline repeatable processes, such as collateral development and trade-show participation Preface xv Acknowledgments xxiii About the Authors xxv Chapter 1: Introduction to Six Sigma for Marketing Processes 1 Chapter 2: Measuring Marketing Performance and Risk Accrual Using Scorecards 25 Chapter 3: Six Sigma-Enabled Project Management in Marketing Processes 45 Chapter 4: Six Sigma in the Strategic Marketing Process 63 Chapter 5: Six Sigma in the Tactical Marketing Process 117 Chapter 6: Six Sigma in the Operational Marketing Process 173 Chapter 7: Quick Review of Traditional DMAIC 209 Chapter 8: Future Trends in Six Sigma and Marketing Processes 229 Glossary 235 Index 261

Applying the Science of Six Sigma to the Art of Sales and Marketing

Author : Michael J. Pestorius
Publisher :
ISBN 13 : 9780873896962
Total Pages : 0 pages
Book Rating : 4.8/5 (969 download)

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Book Synopsis Applying the Science of Six Sigma to the Art of Sales and Marketing by : Michael J. Pestorius

Download or read book Applying the Science of Six Sigma to the Art of Sales and Marketing written by Michael J. Pestorius and published by . This book was released on 2006 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Six Sigma Marketing

Author : R. Eric Reidenbach
Publisher :
ISBN 13 : 9780873897686
Total Pages : 0 pages
Book Rating : 4.8/5 (976 download)

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Book Synopsis Six Sigma Marketing by : R. Eric Reidenbach

Download or read book Six Sigma Marketing written by R. Eric Reidenbach and published by . This book was released on 2009 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Six Sigma Marketing

Author : R. Eric Reidenbach
Publisher : Quality Press
ISBN 13 : 0873891791
Total Pages : 169 pages
Book Rating : 4.8/5 (738 download)

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Book Synopsis Six Sigma Marketing by : R. Eric Reidenbach

Download or read book Six Sigma Marketing written by R. Eric Reidenbach and published by Quality Press. This book was released on 2009-02-06 with total page 169 pages. Available in PDF, EPUB and Kindle. Book excerpt: Six Sigma Marketing challenges the way both the Six Sigma community and the marketing area think about business and the way they currently do business. It does so by providing a detailed and structured approach—one that is entirely data driven—to unleash the power of Six Sigma on the crucial need for revenue growth. Six Sigma Marketing (SSM) is a fact-based, data-driven disciplined approach to growing market share by providing targeted product/markets with superior value. It is organized around the following elements: Customer value is the driving strategic metric. It replaces the emphasis on customer satisfaction embraced by both Six Sigma and marketing, and provides a much stronger link to market-share gains and revenue increases. SSM has a unique set of powerful tools designed around the idea of customer value to concentrate the organization’s efforts on both acquisition of new customers and retention of current customers. It uses a modified DMAIC (define, measure, analyze, improve, control) model that is not only very familiar to the Six Sigma community but also friendly to and easily understood by marketers. It strives to make marketing a more effective and efficient factor within the organization. Its goal is defect reduction. A defect is defined as failure to provide satisfactory customer events. Customers interact with an organization in many ways: sales, billing inquiries, service, repairs, parts, and so forth. Each event, or interaction, has the ability to increase or decrease their loyalty and hence the organization’s market share. SSM expands the traditional view of marketing to include emphases not only on pricing, product, promotion, and distribution, but also on processes. SSM takes elements from both Six Sigma and marketing and forges them into a powerful and focused discipline designed to increase the enterprise’s market share and top-line revenues. It is a structured approach that addresses the need for more effective and efficient marketing activities in order to achieve value proposition goals at lower costs. It represents what many have called the next generation in Six Sigma—one not focused solely on reducing costs or defects, but actually on increasing revenues and market share. COMMENTS FROM OTHER CUSTOMERS Average Customer Rating (5 of 5 based on 1 review) “Dr. Reidenbach has hit a transformational home run with this new book. My former company deployed Six Sigma Marketing to great success. Dr. Reidenbach was urged by some of our Black Belts to come up with a way to turn our investment in Six Sigma towards the objectives of growing revenues and increasing share. This he did and the process is well documented in his new book. Our market share took off and value became part of our culture. I find the discussion of the difference and use of customer satisfaction versus customer value to be of great utility. Companies that have already invested in Six Sigma will find Six Sigma Marketing as a great blueprint for extending their focus from cutting costs to growing market share. The format is highly user-friendly and one that is very familiar to Six Sigma practitioners. If you read only one business book this year, make it Six Sigma Marketing by Dr. Reidenbach.” A reader in Perth, Australia

Sales Process Excellence

Author : Michael Webb
Publisher :
ISBN 13 : 9780977107223
Total Pages : pages
Book Rating : 4.1/5 (72 download)

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Book Synopsis Sales Process Excellence by : Michael Webb

Download or read book Sales Process Excellence written by Michael Webb and published by . This book was released on 2014-09-10 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Why are B2B sales and marketing problems so persistent? Why don't digital and social marketing, lead generation, sales training, CRM systems, and even so-called sales process improve sales productivity and profit?In Sales Process Excellence, Michael Webb traces sales and marketing problems to their root causes in traditional management methods, such as pushing product, setting quotas, and trying harder while doing the same things over again. He explains why these methods actually create barriers for leaders, and reveals an alternative that avoids them. What's the alternative? Sales process excellence. Drawing on years of experience with B2B sales managers, general managers, and process excellence leaders, Webb shows how you can engage your team to:* Learn what customers want from your salespeople, your channels, and on your website* Design your process to tell you who will buy, who won't, and why* Increase margins and accountability, while earning field salespeople's cooperation and respect * Synchronize marketing, sales, and service into a smooth production flow, and then accelerate it* Use data you didn't know you had to drive decisions that reliably grow your businessWebb illustrates data-driven ways to motivate and guide sales and marketing teams with a precision approaching that found in production operations. In this book, you will learn how:* A food packager doubled sales productivity, creating a new market where no one else could compete* A water filter distributor revived its growth by moving salespeople from servicing dealers to selling to new customers through those dealers* A paint supplier achieved its five year plan in four years by transforming itself from selling commodities to selling high-margin services* A dozen other companies opened sales bottlenecks, developed new products, reduced waste, and increased deal flow.Stop relying on wasteful promotions, undependable sales heroes, and management methods pitting people against one another. In this book you will learn proven principles for finding customer value and locking in profit in ways competitors can't imitate, while increasing predictability and reducing business risks.

Introduction to Sales Process Improvement

Author : Michael J. Webb
Publisher :
ISBN 13 : 9780977107209
Total Pages : 182 pages
Book Rating : 4.1/5 (72 download)

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Book Synopsis Introduction to Sales Process Improvement by : Michael J. Webb

Download or read book Introduction to Sales Process Improvement written by Michael J. Webb and published by . This book was released on 2005-06-01 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bring science to marketing and selling organizations without causing more problems than results. Marketing and sales executives are working harder than ever to be more profitable, and more predictable. All too often they do not have the facts they need about the causes of variations in their results. Introduction to Sales Process Improvement illustrates an approach to identifying the value they create for prospects and customers. It illustrates how the analytical tools of the quality movement and Six Sigma can be applied to analyze causes for unwanted results so they can take corrective action. By this means, results can be improved and made more predictable, both for the customer and for the selling organization.

Strength-Based Lean Six Sigma

Author : David Shaked
Publisher : Kogan Page Publishers
ISBN 13 : 074946951X
Total Pages : 263 pages
Book Rating : 4.7/5 (494 download)

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Book Synopsis Strength-Based Lean Six Sigma by : David Shaked

Download or read book Strength-Based Lean Six Sigma written by David Shaked and published by Kogan Page Publishers. This book was released on 2013-11-03 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strength-based Lean Six Sigma is a new way of approaching process improvement that combines the best practices of two established methodologies to generate a new approach in order to help you develop and deliver increased high performance in any organization. It is the first book to use approaches in business improvement as well as organizational change for optimum organizational performance and improved agility. Combining the energy and motivation released through a strengths-based approach with the focus on quality and efficiency generated by lean six sigma, it offers practitioners from all disciplines the opportunity to understand each other and work successfully together to drive effective and powerful change programmes.

Sales Process Excellence

Author : Michael Webb
Publisher :
ISBN 13 : 9780977107261
Total Pages : 0 pages
Book Rating : 4.1/5 (72 download)

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Book Synopsis Sales Process Excellence by : Michael Webb

Download or read book Sales Process Excellence written by Michael Webb and published by . This book was released on 2023-11 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your products and services benefit customers. Your talented people solve customer's problems daily. Your approaches to awareness, conversion, and retention make sense. You've updated training, coaching, automation, incentives, and more. Still, your results are unsatisfactory.Why Do B2B Sales Problems Persist?Growth is slower than expected. Deals stall. Plans drift into "Whatever works." New products, markets, websites, and sales approaches, are slow to launch. As the sales leader, you struggle to combine art and science. You've seen production teams map processes to reduce variation and eliminate waste. Similarly, you've tried to standardize sales work and language. Yet salespeople don't easily align to these goals.Salesmanship is an applied art that involves luck and randomness. Opportunities, customers, sellers, and managers are unique. Salespeople decide on their own how to behave. This makes sales hard to manage, predict, and scale. If you suspect sales is different from manufacturing, you're right! Sales Process Excellence provides foundations that integrate the art and science of sales. The first foundation is, "Beliefs cause behaviors, observations cause beliefs." For example, the observable characteristics of sales opportunities are your only clues to success. They cannot be taken for granted. Explicitly comparing their observations helps salespeople respectfully agree on facts. This helps integrate and align their beliefs, making sales less subjective.The second foundation is, "Value is created when customers take actions you want them to take." Implicitly, salespeople know they must earn someone's interest and trust if they are ever to earn their money. Observing and measuring these explicitly shows sales (as well as other functions) why and how to change behavior. This new perspective reveals methodologies, tools, processes, and systems that solve persistent sales problems.

Sustainable Supply Chains: Strategies, Issues, and Models

Author : Usha Ramanathan
Publisher : Springer Nature
ISBN 13 : 3030488764
Total Pages : 314 pages
Book Rating : 4.0/5 (34 download)

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Book Synopsis Sustainable Supply Chains: Strategies, Issues, and Models by : Usha Ramanathan

Download or read book Sustainable Supply Chains: Strategies, Issues, and Models written by Usha Ramanathan and published by Springer Nature. This book was released on 2020-07-17 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book discusses supply chain issues and models with examples from actual case studies. Recent advances in sustainability, supply chains and technologies have brought promising potential for the management of sustainable global and local supply chains. While most of the current literature seem to consider developments in the field of sustainable supply chains and in the field of Industry 4.0 as two distinct entities, this book attempts to explore the synergy in bringing these two distinct fields together. The book features chapters on management of sustainability and industry 4.0 on supply chains as a whole, with several case studies on issues related to the application of sustainable supply chains in specific application sectors. They employ mathematical modeling and statistical analyses, as well as descriptive qualitative studies. They cover a range of application areas including multiple sectors (restaurant, manufacturing, logistics, furniture, food and insurance), domains (supply chains, logistics, marketing, and reverse logistics) and multiple country contexts (UK and India). The potential links between sustainability and the recent technological innovations from Industry 4.0 have been explored in detail. The book offers a valuable tool for managerial decision-making on the current practice and future potential on the use of Industry 4.0 tools for sustainable supply chains to facilitate competitive advantage with case studies in various industry sectors. In addition, some intriguing mathematical models will appeal to students and researchers interested in modeling the logistics process and the application of evolutionary game theory for integrating the social and economic aspects of sustainable supply chains. Some of these supply chain issues have been addressed in a previous book by the Editors.

Visual Six Sigma

Author : Ian Cox
Publisher : John Wiley & Sons
ISBN 13 : 1118905687
Total Pages : 581 pages
Book Rating : 4.1/5 (189 download)

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Book Synopsis Visual Six Sigma by : Ian Cox

Download or read book Visual Six Sigma written by Ian Cox and published by John Wiley & Sons. This book was released on 2016-06-27 with total page 581 pages. Available in PDF, EPUB and Kindle. Book excerpt: Streamline data analysis with an intuitive, visual Six Sigma strategy Visual Six Sigma provides the statistical techniques that help you get more information from your data. A unique emphasis on the visual allows you to take a more active role in data-driven decision making, so you can leverage your contextual knowledge to pose relevant questions and make more sound decisions. You'll learn dynamic visualization and exploratory data analysis techniques that help you identify occurrences and sources of variation, and the strategies and processes that make Six Sigma work for your organization. The Six Sigma strategy helps you identify and remove causes of defects and errors in manufacturing and business processes; the more pragmatic Visual approach opens the strategy beyond the realms of statisticians to provide value to all business leaders amid the growing need for more accessible quality management tools. See where, why, and how your data varies Find clues to underlying behavior in your data Identify key models and drivers Build your own Six-Sigma experience Whether your work involves a Six Sigma improvement project, a design project, a data-mining inquiry, or a scientific study, this practical breakthrough guide equips you with the skills and understanding to get more from your data. With intuitive, easy-to-use tools and clear explanations, Visual Six Sigma is a roadmap to putting this strategy to work for your company.

The Six Sigma Method

Author : 50MINUTES,
Publisher : 50 Minutes
ISBN 13 : 2806265916
Total Pages : 32 pages
Book Rating : 4.8/5 (62 download)

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Book Synopsis The Six Sigma Method by : 50MINUTES,

Download or read book The Six Sigma Method written by 50MINUTES, and published by 50 Minutes. This book was released on 2015-09-02 with total page 32 pages. Available in PDF, EPUB and Kindle. Book excerpt: Boost quality and consistency in your business! This book is a practical and accessible guide to understanding and implementing the Six Sigma method, providing you with the essential information and saving time. In 50 minutes you will be able to: • Follow the DMAIC methodology to successfully implement the Six Sigma method in your company • Focus on the three most important factors: customers, employees and processes • Form a strategy that focuses on product quality improvement according to the expectations of your customers ABOUT 50MINUTES.COM| Management & Marketing 50MINUTES.COM provides the tools to quickly understand the main theories and concepts that shape the economic world of today. Our publications are easy to use and they will save you time. They provide elements of theory and case studies, making them excellent guides to understand key concepts in just a few minutes. In fact, they are the starting point to take action and push your business to the next level.

Six Sigma Pricing

Author : Navdeep S. Sodhi
Publisher : FT Press
ISBN 13 : 0132703610
Total Pages : 286 pages
Book Rating : 4.1/5 (327 download)

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Book Synopsis Six Sigma Pricing by : Navdeep S. Sodhi

Download or read book Six Sigma Pricing written by Navdeep S. Sodhi and published by FT Press. This book was released on 2007-09-17 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: Apply Six Sigma to Your #1 Business Challenge: Pricing “Six Sigma is well known for having helped companies save billions of dollars. This book is the first to show us how to use it on the revenue side of the equation to generate profitable growth. This step-by-step guide will be an instant classic—a seminal book on a topic critical to profitability.” —Robert Cross, Chairman and CEO, Revenue Analytics Inc. and author of Revenue Management “Six Sigma Pricing provides companies with a practical toolkit to improve their price management. The authors show executives how to use Six Sigma tools in their pricing processes and instantly improve profits and their bottom-line. This is a truly ‘must-have’ resource for managers everywhere.” —Eric Mitchell, President, Professional Pricing Society Many companies have developed solid sales strategies– but without equally good pricing operations, those strategies alone will not add a dime to the bottom line. The goal of pricing operations is to consistently control price deviations in transactions and contracts over time and across customer segments. This goal of ensuring the prices are not too low or too high in different transactions relative to guidelines lends itself perfectly to Six Sigma. Using the authors’ breakthrough Six Sigma-based approach, you can systematically eliminate pricing-related revenue leaks, driving higher profits without alienating customers. You’ll learn how to define pricing “defects,” gather and analyze relevant pricing data, review pricing-agreement processes, identify and control failures, implement improvements, and then ensure continuous, ongoing improvement in price, profits and customer satisfaction. The book reflects the authors’ pioneering experience implementing Six Sigma pricing. Whether you’re a business leader, strategist, manager, consultant, or Six Sigma specialist, it will help you or your client recover profits that have been slipping through the cracks in pricing operations. •Learn why Six Sigma Pricing makes sense Why you should target pricing operations, and how to do it • Identify profit leaks from inefficient pricing operations Why “sloppy pricing” occurs, how to find it, and how to root it out • Illuminate your current pricing processes, so you can improve them Understand your market-facing and internally focused pricing processes pertaining to product launch and lifecycle price management, price increases due to escalation in costs of raw materials, promotions, and discounting • Set up your pricing operations for continuous improvement in line with your pricing and sales strategy Use Six Sigma to improve and control processes, ensuring alignment with agreed-upon strategy for pricing and sales • Create an organization that is successful at pricing Align different functions and levels of the company to achieve targeted profits

Six Sigma for Organizational Excellence

Author : K. Muralidharan
Publisher : Springer
ISBN 13 : 813222325X
Total Pages : 622 pages
Book Rating : 4.1/5 (322 download)

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Book Synopsis Six Sigma for Organizational Excellence by : K. Muralidharan

Download or read book Six Sigma for Organizational Excellence written by K. Muralidharan and published by Springer. This book was released on 2015-04-22 with total page 622 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book discusses the integrated concepts of statistical quality engineering and management tools. It will help readers to understand and apply the concepts of quality through project management and technical analysis, using statistical methods. Prepared in a ready-to-use form, the text will equip practitioners to implement the Six Sigma principles in projects. The concepts discussed are all critically assessed and explained, allowing them to be practically applied in managerial decision-making, and in each chapter, the objectives and connections to the rest of the work are clearly illustrated. To aid in understanding, the book includes a wealth of tables, graphs, descriptions and checklists, as well as charts and plots, worked-out examples and exercises. Perhaps the most unique feature of the book is its approach, using statistical tools, to explain the science behind Six Sigma project management and integrated in engineering concepts. The material on quality engineering and statistical management tools offers valuable support for undergraduate, postgraduate and research students. The book can also serve as a concise guide for Six Sigma professionals, Green Belt, Black Belt and Master Black Belt trainers.

Lean Six Sigma in Sales - Yin Yang -

Author : Antti Leijala
Publisher : BoD - Books on Demand
ISBN 13 : 9523308297
Total Pages : 45 pages
Book Rating : 4.5/5 (233 download)

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Book Synopsis Lean Six Sigma in Sales - Yin Yang - by : Antti Leijala

Download or read book Lean Six Sigma in Sales - Yin Yang - written by Antti Leijala and published by BoD - Books on Demand. This book was released on 2016-06-22 with total page 45 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is dedicated to Lean Six Sigma (L6S) as well as Sales process development professionals. Over the past several years I’ve personally experienced that one of the biggest reasons for Lean Six Sigma methods not being widely deployed in sales environment is the lack of common language between these two stakeholder groups. This triggered an idea to collect my thoughts in a book, or rather a dictionary, and thus share the benefits also to a wider audience. By adoption of these ~20 comparisons (which takes you 30-60min), you’ve already taken a major step forward. You’re ready to move ahead with your L6S sales improvement initiative with the right mindset. - Solution Selling vs. L6S sales - Waste vs. opportunity - Mitigate vs. elaborate - VoC=VoB vs. VoC≠VoB - Red vs Blue Ocean - Manual vs. automated data - Our company vs. competition - High vs. low confidence level - Standardize vs. improvise - Lost vs. won - Backward vs. forward - Large/medium vs. small - L6S vs. sales training - Satisfaction vs. conversion - Theory vs. hands-on (SIPOC) - Own vs. customer process - Process vs. customer adherence - Pareto vs. (80/20)n - Root cause of issues vs. success - FMEA vs. SMEA - 100% vs. 200% Lean Six Sigma (L6S) evolution is facing probably its biggest discontinuity, when applications are extending towards sales environment. This book sets the basics for a common language and mindset to bring together Lean Six Sigma and Sales professionals across the World, regardless of the industry and size of your company. These two distinguished stakeholder groups are coming from different environment, they have different education and mindset (even genes) and thus speaking the same language becomes the most critical success factor for driving L6S in sales environment (i.e. Yin Yang ).

Business Process Change

Author : Paul Harmon
Publisher : Morgan Kaufmann
ISBN 13 : 012800522X
Total Pages : 525 pages
Book Rating : 4.1/5 (28 download)

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Book Synopsis Business Process Change by : Paul Harmon

Download or read book Business Process Change written by Paul Harmon and published by Morgan Kaufmann. This book was released on 2014-04-26 with total page 525 pages. Available in PDF, EPUB and Kindle. Book excerpt: Business Process Change, 3rd Edition provides a balanced view of the field of business process change. Bestselling author Paul Harmon offers concepts, methods, cases for all aspects and phases of successful business process improvement. Updated and added for this edition is new material on the development of business models and business process architecture development, on integrating decision management models and business rules, on service processes and on dynamic case management, and on integrating various approaches in a broad business process management approach. New to this edition: How to develop business models and business process architecture How to integrate decision management models and business rules New material on service processes and on dynamic case management Learn to integrate various approaches in a broad business process management approach Extensive revision and update addresses Business Process Management Systems, and the integration of process redesign and Six Sigma Learn how all the different process elements fit together in this best first book on business process, now completely updated Tailor the presented methodology, which is based on best practices, to your organization’s specific needs Understand the human aspects of process redesign Benefit from all new detailed case studies showing how these methods are implemented