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Thought leadership, articles and research to help you improve sales performance.

The Latest Thinking from the Experts at Miller Heiman

The Miller Heiman Knowledge Center is a library of publications, white papers, articles, insights and sales best practices and perspectives you can use to win more business for your company.

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What’s New

Sales performance tools, research and best practices that you need to know about.

 

Decoding the Decision Dynamic

Read the latest findings from the 2015 MHI Sales Best Practices Study and apply these best practices in your organization.

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Tame the Volatile Sales Cycle

Many of the ups and downs of your company's revenue stream can be smoothed out. Learn how to better prioritize sales activities.

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Sales Mythbuster

If every deal did indeed always come down to the question of who had the lowest price, then ask yourself this: Why doesn’t the company with the lowest price get the sale every time? 

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Success Stories

Discover how Miller Heiman was able to improve sales performance in our clients’ sales organizations.

Industry Case Study: Manufacturing

How do you elevate the sales organization to match the world-class product they're offering to customers?


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Case Study: Motorola

 

How do you align a global sales organization with a common language, sales methodology, and framework?

 

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  • Case Study: Motorola

     

    How do you align a global sales organization with a common language, sales methodology, and framework?

     

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Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

When I engage with interested clients early in a conversation about sales, I hear often that their way of selling is based on past experience and, subsequently, their intuition. Typically, they provide numerous stories about successful engagements and big wins with no common theme, except some good historic customer contacts and situational flexibility. While digging deeper, I recognized a lack of a consistent selling techniques, defined processes, or best practices references. Continue Reading


I spoke recently at the Sales 2.0 Conference in San Francisco, and I found myself exhausted but invigorated at the same time. This year, it was more than just hanging out for a few days with several hundred of my fellow sales professionals that has me jazzed. I also got to observe a long-awaited evolution in our profession, firsthand. Continue Reading

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