Articles and White Papers
Expert Picks
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Selling in a Down Economy
What works in exceptional markets won't work in times of economic challenge. Learn what actions sales leadership need to take to succeed in tight times. Read abstract -
Case Study: Tait Radio Communications
A leading global radio communications provider needed a systematic approach to sales process to grow more effectively and efficiently. Read abstract
Recent Articles
All Articles & White Papers-
Selling to the C-Suite
As a salesperson, are you ever paid a smaller commission when you enlist the executive resources in your own organization? No. If your own CEO helps you get earlier access to an Economic Buyer, are you... -
Secrets of High Performance Sales Organizations
How do these sales superstars maintain a consistent, comfortable distance between themselves and their competitors? How do they retain and increase market share? In other words, why do they excel? Exactly... -
Increase Revenue and Profits by Cross-Selling and Up-Selling
In this paper, Miller Heiman and Hoover's have joined forces to provide sales best practices to our users. We've combined Miller Heiman's proven sales methodologies and best-practices for successful... -
Connect with Executives to Win
To tackle the challenges that arise from selling to the C-level, organizations are helping their sales professionals better understand the appropriate language, decision-making styles and day-to-day...
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