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.
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.
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
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:
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
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
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:
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.
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.
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.
Download or read book Six Sigma for Growth written by Edward Abramowich and published by Wiley. This book was released on 2005-02-01 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Six Sigma has had a substantial impact on the way many businesses are run today. Companies that adopt Six Sigma send a strong message to their customers and shareholders that they are committed to delivering the highest quality product and service at competitive prices. Such companies commit people, time and resources to looking at the issues of the business with the view of developing long term, sustainable improvements. It is this level of commitment combined with a rigorous improvement methodology and the focus on customers that distinguishes Six Sigma from other improvement initiatives. Over the years, Six Sigma has become commonplace in a variety of industries both operational and service oriented in nature. This has been in response to the intensely competitive environment that most businesses today operate in. This book provides a framework on how companies can apply Six Sigma methodologies to where it can make the biggest difference, to drive growth. The approach outlined enables companies to focus their Six Sigma initiatives on growth by expanding its scope from continuous improvement to one of continuous innovation. It applies the structured Six Sigma methodology to understanding customers and their problems in depth, so that companies can continuously work to offer product and services that customer's value. It is aimed at helping companies with existing Six Sigma initiatives to focus them towards growth as well as to help non-Six Sigma companies enhance their Sales and Marketing efforts by giving them the Six Sigma tool set.
Download or read book Velocity written by Dee Jacob and published by Simon and Schuster. This book was released on 2009-12-29 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Millions of readers remember The Goal, the landmark business novel that sets forth by way of story the essential principles of Eliyahu Goldratt's innovative methods of production. Now, from the AGI-Goldratt Institute and Jeff Cox, the same creative writer who co-authored The Goal, comes VELOCITY, the book that reveals how to achieve outstanding bottom-line results by integrating the world's three most powerful continuous improvement disciplines: Lean, Six Sigma, and Goldratt's Theory of Constraints. Used by the United States Navy and United States Marine Corps to dramatically improve some of the most complex, logistically vast supply chains in the world, the VELOCITY APPROACH draws on the strengths of all three disciplines to deliver breakthrough performance gains. In physics, speed with direction is velocity; in business, the application of VELOCITY means your organization can achieve operational speed with strategic direction to outmaneuver competitors, gain loyalty with customers, and rapidly build sustainable earnings growth -- in as little as one or two business quarters. Dee Jacob and Suzan Bergland, two princi-pals of AGI, have been teaching the concepts, techniques, and tools of VELOCITY to major corporations, including Procter & Gamble, ITT, and Northrop Grumman, for years. Now they unlock the door for you to see how to apply their insights and methods to your organization -- be it business, not-for-profit, manufacturing, or service based -- in order to shorten lead times, slash inventories, reduce production variability, and increase sales. Writer Jeff Cox returns with the vivid, realistic style that made The Goal so readable yet so edifying. Thrust into the presidency of the subsidiary company where she has managed sales and marketing, Amy Cieolara is mandated by her corporate superiors to implement Lean Six Sigma (LSS) in order to appease a key customer. Assigned to help her is LSS Master Black Belt Wayne Reese, installed as her operations manager. But as time goes on and corporate pressure mounts, Amy finds she has to start thinking for herself -- and learning from everyone around her -- and she arrives at the series of steps that form the core of the VELOCITY APPROACH. VELOCITY offers keen insight into the human and organizational factors that so often derail growth while teaching you proven, practical techniques for restarting and revving up the internal engines of your company to reach new levels of success. Colorful characters, believable situations, and everything from dice games to AGI's "reality tree" techniques make this business novel a vital resource for everyone seeking to deliver business improvement in these challenging economic times -- and far into the future.
Download or read book Lean Six Sigma Using SigmaXL and Minitab written by Issa Bass and published by McGraw Hill Professional. This book was released on 2009-01-05 with total page 382 pages. Available in PDF, EPUB and Kindle. Book excerpt: Effectively Execute Lean Six Sigma Projects using SigmaXL and Minitab Written by a Six Sigma Master Black Belt and a Ph.D., this practical guide to Lean Six Sigma project execution follows the DMAIC (Define, Measure, Analyze, Improve, and Control) roadmap. The many real-world examples used in the book offer in-depth theoretical analyses and are implemented using the two most popular statistical software suites--SigmaXL and Minitab. This expert resource covers Lean topics ranging from basic data analysis to complex design of experiments and statistical process control. Harness the power of SigmaXL and Minitab and enable sustained positive operational results throughout your organization with help from this authoritative guide. Lean Six Sigma Using SigmaXL and Minitab explains how to: Define the project goals, project manager, value statement, stakeholders, and risk Schedule tasks using the Gantt chart, critical path analysis, and program evaluation and review technique Capture the voice of internal and external customers Assess the cost of quality Gather data and measure process performance Perform process capabilities analysis Apply Lean Six Sigma metrics to determine baseline performance Implement analysis techniques such as Pareto analysis, value stream mapping, failure mode and effect analysis (FMEA), and regression analysis Identify constraints via factorial experiments, and implement process improvements Monitor production performance using statistical process control
Download or read book All About Six Sigma written by Warren Brussee and published by McGraw Hill Professional. This book was released on 2014-05-02 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: All About Six Sigma provides clear, straightforward explanations of how to apply Six Sigma so no matter what your experience, you can introduce, implement, and complete a Six Sigma project. Warren Brussee presents a simplified form of the most common Six Sigma tools, providing techniques for easy application while optimizing processes and results.
Download or read book Getting Started in Six Sigma written by Michael C. Thomsett and published by John Wiley & Sons. This book was released on 2004-11-08 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: The basics behind the Six Sigma quality control technique Six Sigma is designed to achieve excellence in customer service and measure deviation from the ideal. It provides a process for placing value on the intangible nature of quality control. The underlying theories of Six Sigma are highly technical and complex. This book is a basic guide to those who are new to the concept, and though this is a complex subject, the concepts involved are not too complex for readers to grasp. Getting Started in Six Sigma demonstrates how an employee or supervisor can implement Six Sigma successfully without having to become technically familiar with process-oriented models or statistical modeling.
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
Download or read book The Perfect Engine written by Anand Sharma and published by Simon and Schuster. This book was released on 2001-10-16 with total page 318 pages. Available in PDF, EPUB and Kindle. Book excerpt: Since 1991, Anand Sharma and his TBM Consulting Group have helped dozens of companies become manufacturing successes using the revolutionary 3P Kaizen Breakthrough. Now Sharma and Patricia Moody, author of THE TECHNOLOGY MACHINE and THE PURCHASING MACHINE, introduce the concept for the first time in book form. Using three case studies; Maytag, Pella and Mercedes Benz, the authors demonstrate how this technique has led to dramatic manufacturing results. This includes a decrease in average production time and capital investment, an increase in productivity and a reduction in lead time. Filled with cutting edge strategies and information, THE PERFECT ENGINE is the only book managers will need to take their firms to a new level in manufacturing excellence.
