Sales Performance Tips Archive
Miller Heiman Sales Performance Tips offer practical advice to help sales professionals produce greater results from their selling activities. This archive page includes tips we've previously featured in our monthly newsletter. Join the 115,000 sales professionals who are among the first to receive Sales Performance Tips each month. Subscribe to this free email newsletter.Two Reasons to Love an Uncertain Customer
Until you know what your customer is buying, you don’t know what you’re selling. But what if the customer doesn’t have a clear Concept of what the problem is and what can be done to resolve it?Read more
How to Sell to Big-Picture Executives
It’s quite possible that there’s a mismatch between how your usual audience wants information presented to them and how you’re presenting. Is your default selling style set up to fail? Read moreBeware the Deal Killer
A deal killer is someone who either fears losing if the company goes with your proposal or who wants your competition’s solutions. He will oppose your entry or continuing presence in his organization, but there are a number of actions you can take to tackle his efforts head on. Read moreThe Dog-and-Pony Show Conundrum
A Sales Performance Tips reader asked: “If dog-and-pony shows won’t cut it anymore, should I still be doing product demos?”Get the Answer
Where Are Your Sales Getting Stuck?
Locating where sales stall in your sales funnel can give you the intel to get them moving again. Read moreGet Invited to the Executive Suite
The more calls made, the more appointments will be set. It’s valid approach, and persistence can be a very useful virtue. But it won’t get you far. Read more
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