Successful salespeople excel at adapting the “canned” marketing message to the customer’s concept by adding perspective.
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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.
What is the defining difference that sets a top-performer apart from the rest? Perspective.
Learn the major obstacles to predictive funnel management and the steps you can take to overcome them.
Sales management is a critical role that influences the success of an organization. The key is effective coaching.
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Discover how Miller Heiman was able to improve sales performance in our clients’ sales organizations.
Read how a change initiative did more than sustain – it drove growth in turbulent conditions.
Introducing common sales process, language and methodology produced immediate wins both internally and externally.
Insights from the sales experts at Miller Heiman.
I don't watch a lot of TV but once in a while, I happen upon a late-night show and stay to watch. “Jimmy Kimmel Live!'s Mean Tweets” segment was on. It was fun to watch how celebrities react to not-so-flattering comments from non-fans. I’m sure stars are used to hearing adoring praises from their followers, so it was refreshing to see how their sense of humor helped them get through reading mean tweets about themselves. Continue Reading
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
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