Book report time again.

The Elevator Summary: The book isn’t santimonious about Six Sigma or process design. It makes rigorous tools and structured thinking readable, and relevant to complex B2B selling and marketing. He’s also clear that process is not a goal.

Standout Moments: These processes began in manufacturing. What the book does brilliantly is give the process tools a context for use in relationship management. Snippets: “Six Sigma selling focuses on helping customers achieve the business results they seek when they buy a product or service.” “When you bring Six Sigma to customers in this way, they’re not even aware of it. They’re only aware that they are working with people who have their act together.” “Finding good prospects, learning their needs, establishing trust, delivering value, and leading them to the next step are all difficult. However, this approach is easier and more effective than slapdash, unmeasurable, badly designed, push-them-through-the-funnel sales methods.”

Not so much: OK, no book has it all. Key areas to supplement from other sources: iteratively developing and testing these processes, how to bring customer voices into the dialogue, facilitation and change management. You’ll also need to translate the insights into messaging and tactics for your unique situation.

Who should read it: Marketing and sales executives, and their bosses. Executives responsible to deliver service after the sale would also benefit.

Bottom Line: One of my favorite business books.

More about the book: Sales and Marketing the Six Sigma Way

Related posts:

1. 5 reasons why sales & marketing processes aren’t a silver bullet
2. The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them
3. Marketing Metrics: 50+ Metrics Every Executive Should Master
4. Relationships vs. Markets: 5 differences between sales and marketing
5. What Technology Can’t Do

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