| The Process Place Exclusively for people who are, or aspire to be, successful marketing or sales managers and executives. The place leads you to enormous amounts of advice, tools and information – all of which is process-driven presented in a step-by-step pragmatic here’s how to do it fashion. |
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Michael W. Lodato Ph.D.
The uniqueness of the site is that all the content has been created by one person, me, over a 50 year period of time during which I have successfully filled roles of executive, consultant, professor, mentor and author. You will have to view one of the publications to see if this approach is for you. If not, you won’t benefit as much from the content.
There are 5 books, many articles, methodologies, booklets, white papers, lectures I’ve given and much more. I’ll share these with you and answer your specific questions if you call or e mail me. All of my findings have been empirically verified by some pretty good companies, such as Xerox, AT&T, Siemens and ABB, and a lot of small ones as well.
I've developed and integrated management processes to help people face the challenges of doing their jobs. A central theme of my work is that if you want to be consistently successful you must become more management process driven. You must not only follow the processes but also manage the interaction among them. So this is about management processes and process management.
Most of what I have learned is in computer files - ready to be shared. The larger pieces of that knowledge are in books - three of which are shown here.
The Integrated Sales Process Management book ties everything together for those who want exploit what 50 years of focused energy has produced. It is the centerpiece of my work.
The Selling Big Ticket Items book focuses on a personal selling methodology that has consistently led to increased sales for over 40 years for my own organizations and for clients of my consulting practice.
The Management of New Product Launches book recognizes that most marketing and sales work can and should be done as projects. I am told that the early chapters include what is perhaps the most clearly articulated project management methodology anywhere.
With the website I am able to keep my material current and relevant to what you need. I can provide you with guidelines and tools so you can go up against any problems you will face regardless of industry, product, or culture. If you have questions, write me and I'll try to answer them.
So Welcome. On your first visit I suggest you proceed as follows:
There are 5 books, many articles, methodologies, booklets, white papers, lectures I’ve given and much more. I’ll share these with you and answer your specific questions if you call or e mail me. All of my findings have been empirically verified by some pretty good companies, such as Xerox, AT&T, Siemens and ABB, and a lot of small ones as well.
I've developed and integrated management processes to help people face the challenges of doing their jobs. A central theme of my work is that if you want to be consistently successful you must become more management process driven. You must not only follow the processes but also manage the interaction among them. So this is about management processes and process management.
Most of what I have learned is in computer files - ready to be shared. The larger pieces of that knowledge are in books - three of which are shown here.
The Integrated Sales Process Management book ties everything together for those who want exploit what 50 years of focused energy has produced. It is the centerpiece of my work.
The Selling Big Ticket Items book focuses on a personal selling methodology that has consistently led to increased sales for over 40 years for my own organizations and for clients of my consulting practice.
The Management of New Product Launches book recognizes that most marketing and sales work can and should be done as projects. I am told that the early chapters include what is perhaps the most clearly articulated project management methodology anywhere.
With the website I am able to keep my material current and relevant to what you need. I can provide you with guidelines and tools so you can go up against any problems you will face regardless of industry, product, or culture. If you have questions, write me and I'll try to answer them.
So Welcome. On your first visit I suggest you proceed as follows:
- First click on Pontifications. That should put a smile on your face and put you in a good mood for your visit
- Then take a look at the descriptions of the Books, Booklets and Whitepapers. This will help you determine what material is best suited for you at this time.
- Mark the site as a Favorite. It is refreshed regularly.
What can you get out of this?
A lot. I am retired but still enjoy sharing my knowledge and experiences to help others as they navigate through challenges of today. I want to help by responding to your questions and providing additional information, tools and advice for any needs you may have.More about me.
I have experience as a CEO, senior executive, and as a consultant to companies across the US and Europe. In 2005, I retired as Executive-in-Residence and Associate Professor of Marketing and Sales Management at the California Lutheran University where I taught in the MBA and undergraduate programs. Since 1979, I have run MWL & Company – an international consulting practice that works with clients to implement structured processes for sales management, strategic management and product marketing management.
My focus is to regard marketing and sales as a set of processes to be integrated, managed and improved over time. It is from this vantage point that I have authored books, booklets, whitepapers, articles and other educational materials. I am the developer of Integrated Sales Process Management, Integrated Territory Management, Integrated Channel Management, and the MASTER Method of Selling. My publications are available on this web site and from other sources. Over the years I have supported clients in developing and implementing structured processes for sales management, strategic management, and product marketing management. My uniquely effective processes have been implemented at companies in the US and Europe, and are available from this site to those desiring to improve the performance of their marketing and sales teams.
I also worked as contributing editor on four computer industry publications and was a member of the Program Committee of the COMDEX conferences.
My success with clients has made a case for a business process orientation to how a company's marketing and sales activities are managed - so that their performance can be consistently, repeatedly improved over time. I have documented how this can be done in my writings – some of which are listed on this website. With my insightful, effective methods to this challenging area, a company has a very good shot at achieving true best practice level of performance in this vital area.
As for schooling, I earned my bachelor's degree from Colgate, a master's from the University of Rochester, and a Ph.D. from Rutgers.
