Sales Process Improvement Books

Sales and Marketing the Six Sigma Way
Kaplan Publishing, August 2006

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A Special Limited Time Offer (See Below)

After "Sales and Marketing the Six Sigma Way" was published in 2006, my client work advanced by leaps and bounds. In Spring 2007, I decided the original three "Sales Process Improvement Series Guidebooks" needed to be revised (they were first written in 2003-2004).

I planned to rewrite and re-release them within a few months, but my consulting work kept me too busy. (According to my policy, past customers receive the new versions in pdf format for free.) Still, a trickle of visitors somehow found the supposedly hidden ordering pages and became disappointed that the links didn't work. About once per month, someone called or emailed asking to buy those old guidebooks. (I usually complied.)

Finally, with a little slow down on the consulting side, I've been able to make time to start that process.

On my November 5 teleconference ("How to Conduct a Sales Kaizen Event"), I publicly committed to publication dates for the re-writes. There will now be six guidebooks instead of three, to be released one per month starting December 15, 2008.

Many people requested these materials earlier than those publication dates. Since that is not possible, I decided to put the old editions back on the market with the continued agreement to replace the old with the new as soon as they are released. (You'll actually learn even more by comparing the content of the old vs the new editions. Plus, if you choose you can have a ring-side seat as the new guidebooks are released.)

Special pricing applies during the charter period as I release these new guidebooks. As soon as each book is released, the price of that book will go up. Now is your chance to get in on the ground floor of the launch of a body of knowledge that has already started to have a profound effect on businesses world wide; the time to get started is now. Click on the links below and order now.

	The Sales Process Improvement Guidebook Series The set of all three books is available with a special offer. This is the beginnings of a systematic, evidence-based approach to designing and implementing an organizational sales process. (The new guidebooks, to be released Dec 15, will take this to the next level of sophistication.)
	Business Value Mapping Why Your Prospects and Salespeople Don't Understand Your Product's Value Hundreds of companies have used this approach to enable their salespeople to uncover hidden value in their customer relationships, resulting in hundreds of millions in additional revenue and profit. (The new guidebooks will show how this can be systematically measured.)
	Developing Qualification Criteria That Will Help You Find and Win Customers Some aspects of qualification criteria are counter-intuitive, which is why a fewer number of companies have taken advantage of the ideas in this guidebook; yet the ones who have, have achieved remarkable results. (The new guidebooks will provide a step-by-step statistical approach that produces a remarkable result: a sales qualification assessment that is over 90% accurate in predicting which opportunities will close.)
	How to Map a Sales Process Your Customers and Salespeople Will Follow When this guidebook was written, it assumed both a mapping (analytical) focus and a customer value (design) focus. (The new guidebooks will reflect what I learned about dividing these focuses so your team's work will have far more impact on the business.)