SELLING CAN’T BE AUTOMATED.

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Drive precision in your sales organization

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Create successful programs and measure the impact

Solutions for Learning and Development

What’s New

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

 

Allocating the Right Resources to Pursue Large Deals

New data and ideas to consider for aligning and allocating resources to win new business.
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Research: 2014 Miller Heiman Sales Best Practices Study

Get the new study highlights in The Pursuit of Performance: Behaviors That Drive World-Class Sales Performance.

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Improve Predictability in Your Sales Organization


Get accurate insights into funnel opportunities with the new Sales Process Funnel tool.
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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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Success Stories

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

Methods for Avoiding Commoditization

Leading staffing services provider differentiates itself based on unique strengths relevant to the client.

Read more about the solution and the results they achieved.

Right Decision Maker.
Right Message.

This technology company wanted to grow its business in the relatively new market of "green" environmentally friendly products with a unified sales approach.

Learn how they accomplished this goal.

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Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

Each year the Miller Heiman Sales Best Practices Study captures the selling and sales management behaviors that are connected to driving sales performance for business-to-business organizations.  For frontline sales managers (FSMs) specifically, we see those behaviors broken into three areas.  Ask yourself these key questions in regards to sales managers on your team: Continue Reading


From year to year, Miller Heiman research has made it abundantly clear that face-to-face time with customers is key to World-Class Sales Performance. In the 2014 Miller Heiman Sales Best Practices Study, World-Class Sales Performers were more than twice as likely to say their sales force spent sufficient time with customers. Continue Reading

2X
World-Class performers are more likely to regularly participate in professional development.