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Insights from the sales experts at Miller Heiman.
I was going through some old Miller Heiman newsletters when an article from 1996 caught my eye. (I guess I've needed to clean out my files for a while now.) The story was about a woman named Robyn who had been working hard to get a foothold in a large account for two years. Being someone who "writes it all down," she had copious notes on who the buyers were and what problems the organization needed to solve. She took those notes to a Strategic Selling® workshop and was able to apply the principles she learned to win a marquee account for the business. Continue Reading
Ever known someone who is plagued by headaches? After a while, they get so used to the pain that they just learn to live with it. For many of us, forecasting is like that. Our forecasts are always wrong, and that's just the way it is. The best we can do is raise or lower our estimates based on just how wrong we've been in the past or what we think is happening in the funnel. Of course, the worst we can do is raise or lower forecasts based on what executive management wants to see, but that's a topic for another time. Continue Reading
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