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Research: 2014 MHI Sales Best Practices Study

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Success Stories

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Confidence with Customers


How does having a common sales language and strategy increase a sales force’s confidence with customers?


Hear how PR Newswire improved the effectiveness of its global sales force.

Industry Study: Healthcare Solutions Company

A more strategic approach to incorporate driving top-line growth and maintaining margins into a product-led sales culture.

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Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

Today’s customers are very demanding and more risk averse than the customer from a few years ago. The number of involved customer stakeholders is growing, and buying processes are more formalized than ever. Decisions are no longer based on features and functions but on financial business-performance criteria. Furthermore, every customer makes every decision differently, every time, which makes every sale different. Sales professionals have to learn, unlearn and relearn very quickly due to those changing buying environments. That covers all areas of knowledge, selling and problem-solving capabilities. Therefore, an adaptive mindset is the prerequisite to remaining successful even in complex environments. Continue Reading


There’s a scene in the film “An Officer and a Gentleman” where Richard Gere (our aspiring Navy pilot) is being pushed to the breaking point by the drill sergeant. He’s saying “No sir, I won’t quit, you can kick me out of here but I ain’t quitting!”

That’s Hollywood. The lesson we have been taught many times is that when the chips are down, it’s the strength of our character that makes the difference between success and failure. We call it perseverance. Quitters are losers who make excuses, and winners are lone heroes who win because of their “grit.”

 Continue Reading

41%
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