How a Marketing Kaizen Event Can Make Your B2B Website Rock in 90 Days...

Economic shock waves are forcing B2B companies to find ways of generating more revenue with fewer resources. On December 4, 2008, Sales Performance Consultants, Inc., (SPC, Inc.) and Venture Marketing, Inc., will jointly release new information on how B2B organizations can measurably increase lead quality and deal flow in 90 days or less.

This is the second in a series of teleconferences being presented by SPC, Inc., a private corporation in Atlanta, GA, on applying Kaizen to sales and marketing. Kaizen, the Japanese philosophy of continuous improvement, is responsible for hundreds of millions of dollars in savings in companies around the world.

Michael Webb, founder of SPC, Inc., and author of Sales and Marketing the Six Sigma Way (Kaplan, 2006), said Most B2B organizations overlook simple and powerful improvements in their marketing, and waste money on their websites. As a result, prospects and customers can'st find what they want. Salespeople compensate by prospecting manually. Even if a company'ss marketers know how to attract more of the right prospects, they may not get the resources to do it. That'ss because the company isn'st confident of the return, or doesn'st know how to measure it. Sales forces and their companies suffer when their marketing and websites are underutilized.

It is not the marketer'ss fault, Mr. Webb said. The Internet has changed how customers behave. This requires marketers and sellers alike to re-adjust.

The teleconference will be conducted jointly with John Fox, author of The Marketing Playbook (www.marketing-playbook.com). Mr. Fox said Since so many companies are facing critical objectives in sales and marketing, we wanted to provide guidance that enables them to transition more quickly.

Mr. Fox'ss company has developed a detailed and pragmatic approach for B2B marketing departments. When combined with the metrics orientation of Kaizen-style events, companies can now create the marketing results they need faster and much more easily than ever before. As B2B firms transition to web-enabled methods for client interaction, many sales and marketing professionals are surprised how fast they can test out concepts, especially those that used to take months before, said Mr. Fox. But getting to this point requires learning new techniques and taking on new assignments.

Kaizen Events are popular in the U.S. because the results are often dramatic, immediate, and long-lived. SPC, Inc.'ss Mr. Webb has spent years researching this area. This teleconference will be the second in a series his company is sponsoring to demonstrate Kaizen approaches in sales and marketing: specific, measurable, and effective ways companies can increase their revenues and reduce their sales and marketing costs in 90 days or less. The time is right for a new concept, says Mr. Webb. The language and culture of sales and marketing can be fully connected to Kaizen and process improvement approaches. 's8230; In fact, this produces a result the whole company appreciates, and one the sales department absolutely loves. More companies need to understand how easy and important these new approaches are.

To register for the Marketing Kaizen Event teleconference, readers should visit www.saleskaizen.com/B2BMarketingDec04.aspx

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Michael J. Webb, President and founder of Sales Performance Consultants (http://www.salesperformance.com), is the foremost expert on sales process improvement. Michael and his team have helped companies such as ThermoFisher Scientific, MAQUET, Marriott, Replicon, Accelerent, WaterFurnace, and many others to make their sales funnels flow faster through evidence-based approaches such as Lean and Six Sigma. Michael delivered the keynote address to the first two conferences ever held on applying Six Sigma to marketing and sales. He also has extensive sales training facilitation and field coaching experience with hundreds of salespeople and managers in the U.S. and Canada. Michael is the author of Sales and Marketing the Six Sigma Way (Kaplan, 2006) and numerous articles. You can reach him at (877) 784-6507 or mwebb@salesperformance.com.

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John Fox is president of Venture Marketing. He is recognized as an authority on B2B small business marketing and its transforming impact on the entire sales process. Leveraging his passion for technology and his business development expertise, he makes important connections between people, products, and marketing ideas that create new markets, mashups and business opportunities.

John is also the author of Marketing Playbook--The Definitive Guide to B2B Marketing for Small Business, endorsed by recognized thought leaders such as Seth Godin, Guy Kawasaki, Al Ries, Ben McConnell, Doug Hall, and Rieva Lesonsky. Unlike other business marketing experts who are mere observers, John has spent the last 28 years on the front lines getting new marketing strategies and tactics implemented. He knows the gotchas, the pitfalls, the timing, the costs, and he communicates all of these in an easy-to-understand style. Bottom line: John'ss advice and all the Strategies in The Marketing Playbook are not written by an academic or pundit who has spent their career on the sidelines. He really knows how to make marketing work for salespeople because he'ss spent his career doing it.

John has been featured in numerous publications and radio programs, including BusinessWeek, Chicago Tribune, Crain'ss Chicago Business, Crain'ss B2B, PCWeek/eWeek, and the Advertising Show. He actively serves on an advisory board at the University of Illinois at Urbana-Champaign'ss College of Engineering.

He holds a BS in Engineering-Computer Science from the University of Illinois at Urbana-Champaign and an MBA from Keller Graduate School of Management. He and his wife, Ruth, of 25 years live in Naperville, Illinois, with their five entrepreneurially minded children.

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