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Explore the Knowledge Center

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.

What sales professionals are reading right now.
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Sales performance tools, research and best practices that you need to know about.

 

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Your Biggest Assets

Learn why strategic customer accounts can be your biggest - and often overlooked - assets.
 

 

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Advanced Concepts(SM) is an on-demand sales enablement tool that provides support on key sales challenges.
 

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Success Stories

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

Video Case Study: Underwriter Laboratories

This organization brought in Miller Heiman to help them create a sales model and criteria for managing a large mix of customers.


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Industry Case Study: Manufacturing

A leader in the global lighting market was losing millions in revenue by competing solely on price. Learn how they overcame it.
 

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Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

When I started in sales, the elevator pitch was all the rage. The idea was to memorize a compelling statement about what your company does that was no longer than the length of an elevator ride. Our management thought that if you told enough potential customers what the company did, then eventually some of them might have a need for your product, service, or solution.

Incredible as it may sound, the elevator pitch is still alive and well, but now marketing is calling it a positioning statement. With all due respect to marketing, this is not an effective way to make someone feel like you are interested in their input in a conversation. If I don’t like it when I am on the receiving end of an elevator pitch, then why would I think anyone else would like them? Continue Reading


Year after year, the same story: review time.

For sales controllers, HR managers, and sales leaders, this means hectic times ahead: Getting the appraisal forms and related documentation out again, and reviewing sales performance from last year as well as operationalising the sales strategy for 2015.

 Continue Reading

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