Chicago GSB Marketing Roundtable

May 25, 6:00 PM - 8:00 PM

Marketing and Selling: The New Six Sigma Frontier

Savvy marketers and sales managers are discovering that a Six Sigma, or 'process' approach, changes the way sales and marketing processes are thought of within an organization, and ultimately, gives marketers more power. Learn more.

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Where:
Gleacher Center
Room 100
450 North Cityfront Plaza
Chicago, IL

Who: :
Michael J. Webb
President
Sales Performance Consultants, Inc.

Cost:
No Charge

Program:
6:00 p.m. Registration
6:30 p.m. - 8:00 pm Program
8:00 p.m.- Networking and Cash Bar

Registration:
Register Online

Please register by 5/24/05

Questions:
Scott McGarvey

Event Details
Over the past few decades, Six Sigma has revolutionized manufacturing, while making relatively few inroads into marketing and selling. But today, savvy marketers and sales managers are discovering that a Six Sigma, or 'process' approach, changes the way sales and marketing processes are thought of within an organization, and ultimately, gives marketers more power.

Six Sigma gives marketers an advantage in two distinct ways:

1. When researching the market to identify needs, design solutions, and develop ways to attract the right people and convert them into customers, Six Sigma provides structured techniques for validating causes and effects. It helps ensure that branding, media, and automation efforts are actually producing the desired customer actions.

2. Once the production activities of marketing and selling are in motion, Six Sigma provides the tools to make objectively valid decisions about what to change in order to improve results. It offers a structured means to define the problem, measure the effects, analyze the measurements, make improvements based on hard data rather than emotions or assumptions, and control the gains once they are achieved. Six Sigma enables companies to distinguish those things that can be controlled from those things that can’t be controlled, so business people can make better decisions. It means that the results of truly productive creativity can be documented, recognized, and rewarded.

Companies that use the Six Sigma approach in their businesses have distinct advantages over other companies. In effect, they have the ability to identify which “50% of the marketing budget has no return” in order to save valuable marketing resources that would otherwise be wasted.

Yet Six Sigma is a sword that cuts both ways:

1) productive creativity can be appreciated for what it is

2) subjective and wasteful 'creativity' can to be exposed regardless of who supports it (even if that is the CEO!).

Special Note: Once again, we'll set up a literature table in the front registration area before the meeting. You may use the table to distribute copies of anything (within reason) that communicates your business, your capabilities, and/or career interests. This would include a brochure, a fact sheet, a resume, or other items of interest. This will give us all an opportunity to share our interests and find ways to help each other achieve goals.

Speaker Profiles:

Michael J. Webb
President, Sales Performance Consultants, Inc.

Michael J. Webb is President of Sales Performance Consultants, Inc., a firm devoted to helping senior executives struggling with unreliable marketing and selling processes. In July of 2003, Webb delivered the keynote presentation for the first ever conference on applying Six Sigma, held here in Chicago. He has worked to help clients such as DuPont, Marriott, American Express, and many others to improve their sales processes and results. He also works with certain sales training firms to help integrate the best selling practices into client company's sales operations. Webb achieved certification with the ASQ as a Quality Manager in 1998. His Web Site, (www.salesperformance.com), contains a wealth of information and resources for helping companies improve their organization’s sales performance