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Do You Have Credibility?

Credibility is essential when it comes to getting closer to your customer. Learn six strategies that help you achieve customer focus.


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Manage Your Sales Funnel


Implement these best practices now and you'll have a healthy funnel to start the new year off right.



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Success Stories

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

PR Newswire


Using Strategic Selling® and Conceptual Selling® led to a 16 percent increase in deal size.

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Overcome Lack of a Common Process

One client looked to create lasting change in their sales teams by implementing an effective sales process.

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Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

According to the business dictionary, a customer is defined as “a party that receives or consumes products (goods or services) and has the ability to choose between different products and suppliers.” Having choices suggests a competitive environment for the supplier where it is a minimum requirement to deliver goods or services according to a set of specifications. On a basic level, this is how to get a customer. Continue Reading

As channel leaders and channel managers start planning for next year, we encourage channel organizations to assess partner performance and potential to determine where you should apply your always-limited resources. It may be helpful to segment channels into three categories: Achievers, Believers, and Deceivers. Many of the channel organizations around the world find these designations useful for highlighting future potential instead of judging channel partners based solely on past performance. You want to focus resources on those partners who want to succeed and are willing to do what it takes but still need you to show them how. They are your Believers.
At least that’s how we’ve described Believers in the past. However, as my colleague and I were discussing the concept, we decided the description may be too limiting. Continue Reading

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