Creating Stronger Customer Relationships through Clarity: A Miller Heiman Client Case Study

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

 

The Power of Perspective


What is the defining difference that sets a top-performer apart from the rest? Perspective.

 

 

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Improve Predictive Funnel Management

Learn the major obstacles to predictive funnel management and the steps you can take to overcome them.

 

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It All Comes Down to Coaching

Sales management is a critical role that influences the success of an organization. The key is effective coaching.


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Success Stories

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

Industry Study: HealthCare

Read how a change initiative did more than sustain – it drove growth in turbulent conditions.




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Motorola

Introducing common sales process, language and methodology produced immediate wins both internally and externally.
 

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Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

If you work in sales – in any capacity – you’ve probably come across the term “World Class.” People describe organizations as having “World-Class Results” or “World-Class Performance.” But what does this mean, really, and who sets the standard? There isn’t a Guinness Book of World Records that companies can benchmark against, or even a governing body, so when sales leaders attempt to gauge their performance and compare themselves to the “World-Class” model, who holds the measuring stick? Continue Reading


In my many conversations with fellow sales leaders all over the world, I like to ask them a simple question: What is your plan for winning?

As expected, the responses are as varied as the people who give them. It’s very interesting how their answers give me a glimpse into the kind of sales leaders they are and the organizations they operate in. But what I find truly fascinating is the fact that sales leaders from the better-performing B2B companies seem to have a plan in common for winning - to focus on the customer. This is also what emerged from the results of the 2014 MHI Global Sales Best Practices Study. For four consecutive years in the study, we’ve asked respondents to rate themselves on the following statement: We clearly understand our customer’s issues before we propose a solution. Our running average the last four years is 92 percent for World Class Sales Performers against 45 percent of all respondents. Continue Reading

4.7 People
involved in a sale on average when the deal size is more than $500,000.