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Explore the Knowledge Center

Thought leadership, articles and research to help you improve sales performance.

The Latest Thinking from the Experts at Miller Heiman

The Miller Heiman Knowledge Center is a library of publications, white papers, articles, insights and sales best practices and perspectives you can use to win more business for your company.

What sales professionals are reading right now.
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Sales performance tools, research and best practices that you need to know about.

 

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Compare your organization to World-Class Sales Performers with the Sales Performance Meter.
 

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Your Biggest Assets

Learn why strategic customer accounts can be your biggest - and often overlooked - assets.
 

 

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Advanced Concepts(SM) is an on-demand sales enablement tool that provides support on key sales challenges.
 

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Success Stories

Discover how Miller Heiman was able to improve sales performance in our clients’ sales organizations.

Video Case Study: Underwriter Laboratories

This organization brought in Miller Heiman to help them create a sales model and criteria for managing a large mix of customers.


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Industry Case Study: Manufacturing

A leader in the global lighting market was losing millions in revenue by competing solely on price. Learn how they overcame it.
 

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Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

Recently, a colleague and I were discussing language shortcuts when she told me she actually used the word "hashtag" when talking with her teenaged daughter. She said she never really did figure out whether the look on her daughter’s face was one of admiration or horror. Probably horror. LOL! Continue Reading


These days, the majority of organizations selling complex products to businesses have some sort of multichannel strategy. That's altered the nature of the relationship between the customer and the vendor. Whereas in Watson's day, customers saw their account managers regularly, channel partners now take primary responsibility for direct customer engagement. Continue Reading

69%
Do not gain access to key decision makers in a large deal.