Winning sales forces implement ideas that get quick traction and build momentum.
Thought leadership, articles and research to help you improve sales performance.
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.
Access the Knowledge Center
Sales performance tools, research and best practices that you need to know about.
Credibility is essential when it comes to getting closer to your customer. Learn six strategies that help you achieve customer focus.
Read the Guide
Implement these best practices now and you'll have a healthy funnel to start the new year off right.
Share your insights to help us understand the best practices that contribute to achieving sales performance.
Take the Study
Discover how Miller Heiman was able to improve sales performance in our clients’ sales organizations.
Using Strategic Selling® and Conceptual Selling® led to a 16 percent increase in deal size.
One client looked to create lasting change in their sales teams by implementing an effective sales process.
Insights from the sales experts at Miller Heiman.
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
Whenever I get a chance to talk to channel leaders I try to ask them, How can we help our channel managers become a trusted advisor to our channel partners? Continue Reading
Please call us to discuss how we can help you.