For over 45 years I learned a lot about sales and marketing management and business strategy that has been empirically verified by some pretty good companies such as Xerox, AT&T, Siemens and ABB. 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.
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I've developed and integrated management processes to help people face the challenges of doing business today. 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 interactions among them. So this is about management processes and process management.
In the books you will find generic versions of the important management processes and help on how to tailor them to the specifics of your situation.
The Integrated Sales Process Management book ties everything together for those who want exploit what 45 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 35 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.
The Selling Computers and Software book is an earlier version of the Selling Big Ticket Items book, but specific to the selling of computers and software. It was published in the mid-1980s and was very well recieved. It is out of print, except for 20 copies I still have.
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. Next, get familiar with Ask the Doctor, the place where you can get answers to your specific questions and see answers to other questions posed by people just like you. Then, click on Offerings so you will undestand our philosophy and approach. Take a look at the descriptions of the Books, Booklets/Whitepapers, which are sub-headings under Publications. 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. If you should need consulting, however, I can introduce you to people, such as Ernie Wassmann, who know my processes and are available to help.