More than twelve years ago, with deep experience in field sales, sales management, and sales training, Michael Webb set out to create a data-driven, process-based alternative to the offerings of typical sales training, sales consulting, and CRM companies. Since 2002, he has published numerous articles on ways in which B2B sales organizations can benefit from Six Sigma, Lean and other process improvement techniques. In 2004, he helped organize the first conferences ever held on applying Six Sigma to marketing and sales, and delivered the keynote speeches. In 2006, his book Sales and Marketing the Six Sigma Way was published. He and his team have helped divisions of large companies such as Danfoss, Wacker, Pentair, Tyco, and Thermo Fisher, as well as many smaller B2B companies to design and deploy sales processes that accelerate sales funnel flow, improve forecast accuracy, and enhance value created for the customer and the organization.
