Best of Sales Performance Tips
Miller Heiman’s award winning Sales Performance Tips have been helping serious sales professionals around the world win business since 1998. Carefully selected tips are featured in Miller Heiman’s white paper series “Best of Miller Heiman Sales Performance Tips”. Each paper includes previously featured tips that address a pressing challenge faced by sales professionals.
Create a Competitive Edge. Differentiate!
The value of differentiation cannot be overemphasized. A successful differentiation strategy can help you overcome price competition and sell on value.
- Differentiate Yourself. Real World Advice.
- Using the Customer... to set goals!
- Competition? What Competition?
Make the Sales Funnel Work For You
The sales funnel describes the actual conversion of prospects into sales. It is called as such because it includes the conversion ratio at each stage of the sales cycle, which has a funneling effect. A healthy funnel can improve sales results, as well as forecasting accuracy.
- Build A Healthy Funnel With Effective Prospecting.
- How to Build a Faster Funnel.
- Three Easy Ways to Unclog Your Funnel.
Making an Impact with High-level Executives
This paper examines 3 critical stages of executive level selling: getting valuable time with high-level executives, knowing what to do and say when you're in the meeting to ensure the most impact at the executive level, and winning the approval of key executives at the end of the meeting.
- How To Secure The Executive-Level Meeting.
- How To Make An Impact In An Executive-Level Meeting.
- What To Do After The Executive-Level Meeting.
Negotiating Strategies That Work
Complex sales situations must be navigated by salespeople who know how to successfully handle every challenge – from overcoming objections in difficult negotiation scenarios to achieving win-win solutions that fit both parties’ interests and needs.
- How to be a More Successful Negotiator.
- Boost Sales Results with Continuous Negotiations.
- Critical Negotiating Strategies Help You Close Deals.
- Uncover Interests and Negotiate Success.
Phone Strategies That Get Your Foot in the Door
This issue focuses on a necessary exercise required of “hunters” and business development professionals that they dread doing – calling a prospect. With telemarketing on the rise and an increasing number of people screening their incoming calls, phoning a prospect and hoping to get an appointment with him or her requires new techniques.- Increase Your Call Back Rate By Leaving Better Voicemail Messages.
- Warm Up To Cold Calling.
Find Hidden Revenue by Cross-Selling and Up-Selling
It can cost four times as much to sell to a new customer compared to an existing one. By taking advantage of existing relationships and ongoing contact with customers, companies can sell more products and services, reduce the cost of sales, enhance customer loyalty, and drive revenue.
- What is Cross-Selling & Up-Selling?
- Effective Cross-Selling: How to do it.
- How Can I Bring Dormant Accounts Back to Life?
Improve Your Prospecting Techniques
This white paper focuses on the critical steps required to be successful at prospecting in today's selling environment; some helpful advice to win more business by pursuing only those opportunities that reflect the qualities of your ideal customers; and tips to help you identify and access the senior-level decision maker in your sale.
- Get Out Of Your Shoes And Into Your Prospect’s.
- How To Identify Ideal Customers.
- Identify the Economic Buying Influence.
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