In the News

As a recognized thought leader in the sales profession, Miller Heiman is often asked to share insights on common issues faced by sales leaders and sales professionals. Below is a selection of recent press coverage featured in leading publications.

Mistakes to Avoid When Selling to the CEO
The Small Business Advocate, September 17, 2010
What elements of the sales approach needs to change when calling on the CEO? Sam Reese, president and CEO of Miller Heiman, joins Jim Blasingame to discuss the differences in selling to a manager versus a high level executive and the common mistakes salespeople make.
Listen here.

Selling to the Top
BTalk, Australian Edition of bNet, September 6, 2010
Sometimes it makes sense to go straight to the chief executive, particularly if your approach is seen as helping to execute a company strategy. But it can be a dangerous approach. Sam Reese, president and CEO of Miller Heiman talks to BTalk’s Phil Dobbie about proceeding with caution when pitching to an organization’s CEO. Read from BTalk.

Team Up For Big Results
Investor’s Business Daily, August 18, 2010
It’s a proven fact - sales and marketing departments that are aligned can boost revenue numbers. Investor’s Business Daily connects with Sam Reese, president and CEO of Miller Heiman and Ken Revenaugh, sales vice president at Oakwood Worldwide, to learn the five key actions companies can take to get these teams on the same page and on the fast track toward increased sales. Read more.

A Company’s Most Important Asset
Forbes Video, July 16, 2010
Are companies getting too confident with their strategic customers? Forbes’ Kym McNicholas speaks with Bob Miller, founder of Miller Heiman, about the danger of ‘benign neglect’ and why C-level executives must sponsor key accounts. Watch video.

Marketing and Sales Alignment Pays Off in Recession
MarketingProfs, July 15, 2010
MarketingProfs highlights the results of a collaborative special report from Miller Heiman and Northern Illinois University that reveals companies with strong alignment between marketing and sales departments fared better during the economic recession.
Read from MarketingProfs.

Building a Successful Sales Team that Works
in Today’s Economy
Forbes – Small Business Radio, July 6, 2010
Are today’s salespeople capable of developing successful, lasting relationships with 21st century customers? Jim Blasingame of The Small Business Advocate® chats with Sam Reese, president and CEO of Miller Heiman, about what smart companies need to do to build a sales team that can produce results in this market. Listen here.

WirtschaftsWoche's Best of Consulting 2010
May 28, 2010
Miller Heiman German distribution partner, KP2 GmbH Kreuzer & Partners, was ranked 2nd winner in Best of Consulting - marketing and sales category - by "WirtschaftsWoche." With about a million readers, "WirtschaftsWoche" is one of the well-known and well-established business magazines for economic decision makers in Germany.
Read here or watch the news video in German here.

Smooth Sale-ing
Selling Power, May-June 2010
You might recognize Torani, purveyors of fine flavored syrups found in your local coffee shop or eatery. Torani’s sales team won the 2009 Miller Heiman Sales Team Makeover and shared their impressive transformation story in the May/June issue of Selling Power. Read how the company changed its approach to sales and exceeded sales goals in Selling Power’s digital edition. Read on pages 64-65.

Question Time for Top Sales Mentors
In a special report from Raconteur Media, Miller Heiman's managing director of EMEA, Tony Gower, comments on the impact sales training can have on performance. Read on page 12.

Top 20 Sales Methodology Training Companies
TrainingIndustry.com, March 2010
TrainingIndustry.com released its Top 20 Sales Methodology Training Companies. The list includes the leaders in the training industry that have demonstrated experience and excellence in providing sales training services. See full list.

Case Study: Oakwood Temporary Housing
Sales and Marketing Management Magazine, December 2009
As an industry leader for numerous decades, leaders at Oakwood Temporary Housing were caught off guard when various changes in the marketplace brought about new challenges in their business. Read how the organization faced each challenge head on with an entire organizational transformation that led to remarkable results.
Read more on page 21.

Dangers of Customer Self-Diagnosis
BM Magazine, Issue 17
With easier access to information, customers become susceptible to self-diagnosing. They may feel they thoroughly understand your business and can effectively prescribe a solution from your offerings. Read from BM Magazine.

Case Study: Elastic Path
Sales and Marketing Management Magazine, September 2009
If you want to make an impression on your sales force with a new CRM sales process, try a 20-foot mural as an in-your-face reminder. That was the crowning touch for Elastic Path- a mid-sized eCommerce platform catering to enterprise firms such as Time, Avis, TELUS, and Sony Ericsson. Read more on page 23.

Key Accounts Are Corporate Assets | BTalk Australia
BNet Australia, September 7, 2009
Miller Heiman founder, Bob Miller, tells Phil Dobbie how businesses often have too much focus on obtaining new clients, rather than up-selling and retaining their current customers. He explains how companies need to organise themselves to manage and retain their key accounts. Read from BNet Australia

My Top Beach Books for Advertising Agency Folks
Advertising Age, June 6, 2009
Written by Tom Martin for AdvertisingAge, he recommends Conceptual Selling by Miller Heiman. The New Conceptual Selling "is really for sales teams, especially those that sell to large, complex accounts, but I found that the information was directly relevant to helping me develop key account strategies that led to winning business."
Read from Advertising Agency

Marketing: Savvy Sales
American Executive, April 1, 2009
Sam Reese, president and CEO of Miller Heiman, discusses why it's vital for sales organizations to provide value to their customers and how easy it can be to make assumptions. Learn to get to the right decision maker in today's new economy.
Read from American Executive

Sales Expert: Adjust Your Strategy
Birmingham Business Journal, March 31, 2009
Don't expect to close anymore deals on the golf course or over a three-martini lunch, particularly in today's economic climate.
Read from Birmingham Business Journal

Miller Heiman Listed on 2009 Top Sales Methodology
Training Companies
TrainingIndustry.com, February 5, 2009
The Sales Training Community, a community of Training Industry announces its 2009 Top 20 Sales Training companies.
Read from TrainingIndustry.com

Striking a Poser - Today's Selling
Economic Times, November 26, 2008
Robert Miller is unlike most consultants. If he does not know an answer to a question, then the founder of Miller Heiman, a sales performance company based in the US will tell you exactly that and no more. Read from Economic Times

Opportunities to Achieve Revenue Growth
in the Technology Industry
Sales & Marketing Management, November 18, 2008
Selling organizations in the technology industry are better than most at identifying and connecting with key individuals who make buying decisions.
Read from Sales & Marketing Management

When Others Fire, You Hire, says Robert Miller
Economic Times, November 18, 2008
As the competition hands out pink slips in a down economy, organizations should take advantage by hiring people. “Really good ones are being laid off during times of recession,” says Robert Miller, co-founder of Miller Heiman and a renowned global sales practitioner.
Read from Economic Times

Economy No Excuse for Poor Sales Performance
Economic Times, November 11, 2008
In an uncertain economy, sales organizations may be tempted to tighten up spending, reduce training costs and implement a hiring
freeze. However, Robert Miller, a renowned speaker and co-founder of Miller Heiman, says that these activities may do more harm than good. Read from Economic Times

Breaking Tradition to Enhance Success in the Energy Industry
Sales & Marketing Management, November 18, 2008
For companies in the oil and gas industry, sales practices that have proven successful in the past may not be enough to produce similar results in the future.
Read from Sales & Marketing Management

Talent Craft, Indiatimes Mindscape to Hold Summits with Robert Miller
Economic Times, November 6, 2008
Talent Craft, the assessment and training business vertical of Times Business Solutions, and Indiatimes Mindscape are bringing to India renowned global sales practitioner and Miller Heiman Inc. co-founder Robert B. Miller. Read from Economic Times

Acquisition of Miller Heiman Arrives Earlier than Expected
Northern Nevada Business Weekly, August 11, 2008
After reaching investment goals ahead of schedule, Leeds Equity partners and decided it was time to take some of its investors’ money off the table, and sell the company to new owners, Sterling Investment Partners.
Read from Northern Nevada Business Weekly

Miller Heiman Sets Expansion
Northern Nevada Business Weekly, August 8, 2008
Miller Heiman expands into Latin America through a contract with Finest Business Consulting of Mexico City.
Read from Northern Nevada Business Weekly

Talent Craft Joins Hands with Miller Heiman
Economic Times, June 17, 2008
Talent Craft, a business enhancement assessment and training solutions division of Times Business Solutions Limited, a Times Group company, on Monday announced its partnership with the US-based sales training and consulting firm Miller Heiman Sales to launch its Performance Systems in India. Read from Economic Times