Cover image of Sales Process Excellence Podcast

Sales Process Excellence Podcast

Stories about B2B executives continuously improving sales results through the principles of reason, systems thinking, and respect for people (also known as operational excellence, including Lean, Six... Read more

Ranked #1

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Nick Katko | 5 Areas of Performance you Must Measure

Nick Katko | 5 Areas of Performance you Must Measure

The shift from the mass production of the 20th century to just-in-time to on-demand to lean has forced companies to radi... Read more

16 Jan 2019

52mins

Ranked #2

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Greg Helfrich | Building the Sales Process Into the Company, Rather than the Salesperson

Greg Helfrich | Building the Sales Process Into the Company, Rather than the Salesperson

Michael Webb:                 Some people talk about selling to senior-level decision-makers, making calls, and selling ... Read more

29 Jul 2019

51mins

Ranked #3

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Dave Vranicar | 4 Stages of Sales Systems

Dave Vranicar | 4 Stages of Sales Systems

As a company grows, your approach to sales must change, says Dave Vranicar, founder of Redwell B2B. Even the type of sal... Read more

13 Mar 2019

40mins

Ranked #4

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Bob Lambert | Helping Customers Through the Buying Process

Bob Lambert | Helping Customers Through the Buying Process

Michael Webb:                 B2B sales and marketing works to find the highest quality prospects, reach decision-makers... Read more

29 Oct 2019

36mins

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Ranked #5

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Dave DeSantis | Negotiating From Both Sides of the Table

Dave DeSantis | Negotiating From Both Sides of the Table

At the end of the day, sales success is about having prospects and customers trust you – and never betraying that trust.... Read more

5 Dec 2018

38mins

Ranked #6

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Frank Swiatek | The Cure for the Common Cold Call (Part 1)

Frank Swiatek | The Cure for the Common Cold Call (Part 1)

In this edition we have a unique opportunity to hear from sales consultant Frank Swiatek about how he's helping the loca... Read more

8 May 2019

45mins

Ranked #7

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Bob Apollo | The Art, Science, and Engineering of Sales Management

Bob Apollo | The Art, Science, and Engineering of Sales Management

Where do many organizations plateau – or even see a decline – in sales? Bob Apollo, of Inflexion Point, says scalability... Read more

22 May 2019

44mins

Ranked #8

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Rich Piech | The Toyota Factory Floor Sales Secret

Rich Piech | The Toyota Factory Floor Sales Secret

When independent consultant Rich Piech starts working with a company that’s struggling to scale up… he often finds that ... Read more

11 Sep 2018

31mins

Ranked #9

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Charles Chen | How Systems Thinking Influences Sales Organizations

Charles Chen | How Systems Thinking Influences Sales Organizations

Michael Webb: Some people focus on making sales calls, reaching decision-makers and selling value. Other people focus on... Read more

26 Aug 2019

38mins

Ranked #10

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George Bronten | Your Customer’s Decision Journey

George Bronten | Your Customer’s Decision Journey

Sales and marketing management is struggling. A study from CSO Insights has the hard evidence. They found that for the l... Read more

24 Apr 2019

46mins

Ranked #11

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Cliff Ransom | A Wise Individual, Who is Still Learning from Others

Cliff Ransom | A Wise Individual, Who is Still Learning from Others

Speaker 1:             You're listening to the Sales Process Excellence podcast with Michael Webb.Michael Webb:   B2B sa... Read more

8 Jan 2020

28mins

Ranked #12

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Josh Pitchford | Spending Too Much Time With the Wrong Prospects?

Josh Pitchford | Spending Too Much Time With the Wrong Prospects?

It’s typical for 20% of the salespeople in an organization to be responsible for 80% of production, says Josh Pitchford,... Read more

3 Jan 2019

41mins

Ranked #13

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Todd Youngblood | The Golf Pro’s Secret for Better Sales

Todd Youngblood | The Golf Pro’s Secret for Better Sales

Success in sales is all about personality and relationships, right?That’s part of it, says Todd Youngblood of the YPS Gr... Read more

24 Oct 2018

40mins

Ranked #14

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Tiffani Sierra | Yes and… and Other Lessons For Salespeople and Leaders

Tiffani Sierra | Yes and… and Other Lessons For Salespeople and Leaders

Michael Webb:     B2B sales and marketing works to find the highest quality prospects, reach decision-makers, and sell v... Read more

29 Oct 2019

41mins

Ranked #15

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Adrian Figueroa | A Foundation for Excellence

Adrian Figueroa | A Foundation for Excellence

Michael Webb:     Some people focus on making more sales calls, reaching higher-level decision-makers, and selling value... Read more

12 Aug 2019

33mins

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