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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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Insights from the sales experts at Miller Heiman.
These days, the majority of organizations selling complex products to businesses have some sort of multichannel strategy. That's altered the nature of the relationship between the customer and the vendor. Whereas in Watson's day, customers saw their account managers regularly, channel partners now take primary responsibility for direct customer engagement. Continue Reading
Most companies commonly strive for GROWTH. They are aware of the fact that growth can be achieved organically or through acquisition. Setting aside the cost aspect that it is five times costlier to acquire new customers than to retain existing customers, it still seems a challenge for companies to make the most out of their existing customers. Continue Reading
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