Knowledge Center

Knowledge Center 

The Miller Heiman Knowledge Center is packed with unique perspective and timely research you can use to improve sales performance.  Browse the Knowledge Center to download articles, watch videos, listen to podcasts, read white papers and register for alerts.

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ADP success story on Strategic and Conceptual Selling roll out in Spain.

It's no longer enough to thoroughly understand the selling process. Buyer-centric selling requires that you also understand each customer's buying process and know where they are within that process at all times.

In highly commoditized industries like trucking, for example, where the basic need is to haul products from Point A to B, why wouldn’t a manufacturer select the vendor who comes in at the lowest price?

Strategic Issue: How will sales organizations improve their productivity?

Companies that are serious about surviving and thriving in an environment of heavy turnover and global competition must adopt a laser-like focus to protect their most valuable assets: strategic accounts.

Sam Reese debunks seven of the most common misconceptions about world-class salespeople.