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The Key Differentiator

Provide frontline sales managers tools to increase their funnel management acumen and improve your sales performance.


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Success Stories

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

Industry Case Study: Professional Services

Having a common sales language and strategy increased the quality of the sales force’s interactions at this global information company.


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Case Study: PacMoore

Faced with unpredictable sales cycles, this organization needed a repeatable and predictable approach that would be ingrained in their sales culture.
 

 

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Miller Heiman Blog

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

56
Percent of sales organizations on track to make plan when they maintain a forecast accuracy of 80% or higher.