Knowing what’s happening within your sales organization starts with knowing what’s going on in everyone’s funnels.
Thought leadership, articles and research to help you improve sales performance.
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.
What sales professionals are reading right now.
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Sales performance tools, research and best practices that you need to know about.
Read the latest findings from the 2015 MHI Sales Best Practices Study and apply these best practices in your organization.
Many of the ups and downs of your company's revenue stream can be smoothed out. Learn how to better prioritize sales activities.
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?
Discover how Miller Heiman was able to improve sales performance in our clients’ sales organizations.
How do you elevate the sales organization to match the world-class product they're offering to customers?
How do you align a global sales organization with a common language, sales methodology, and framework?
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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