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Industry Study: Technology

Collaborating with Miller Heiman was the key to more effective relationships with long-term clients for this industry leader in electronic trading systems.



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Halliburton Energy Services

A pilot of Strategic Selling® turned a loss into a mulitmillion dollar win - and skeptics into devoted Blue Sheet practitioners.

 

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Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

Salespeople complain all the time about customers and their (mis)perceptions. For the sales rep, a common way to attempt to overcome a customer’s negative perception is to discount the product or to dig up dirt on the competitor. If that fails, they’ll keep the prospect in the funnel, sending them a new brochure every now and then, hoping they’ll eventually wear them down. Continue Reading


In school, I questioned the value of learning geometry. But today, it makes perfect sense to me. Regarding the daily challenges of a frontline sales manager (FSM), an equilateral triangle seems to be a perfect visualization. Continue Reading

24%
spend sufficient time with their customers in an average week, compared to 76% of World-Class Sales Organizations.