Miller Heiman

Tips: Increase Quality Appointments

Tue, 7 Oct 2008 14:46:47 -0700

A Sure-Fire Way to Increase Quality Appointments

Making a Final Push? Check! To make their yearly quotas, sales professionals are actively looking for ways to add new quality prospects to their funnel. But if you can’t convince potential buyers that you offer a solution that solves current challenges or issues, you’ll never make it to their calendar. Take into account you must differentiate yourself from the numerous competitors who are requesting a meeting with your prospect. Build immediate credibility with voice messages or emails that resonate quickly. You’ll see how much more easily your prospects will be willing to schedule appointments with you.

Tips: Winning Results

Tue, 23 Sep 2008 11:22:02 -0700

Ever wonder how swimming phenomenon Michael Phelps managed to rack up 14 Olympic gold medals thus far in his career? Discipline. Likewise, top-performing salespeople know that the best results come from a disciplined approach designed to keep their sales funnel full at all times.

Journal: What CEOs Don’t Know About Sales

Thu, 4 Sep 2008 11:24:57 -0700

Not every CEO possesses an extensive background in sales, but having a thorough understanding of the role sales departments play within a company is crucial for improving performance and driving increased results. Miller Heiman founder, Bob Miller, calls out four specific areas of skewed perception he's observed firsthand over the years.