Funnel Management Best Practices

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

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The Miller Heiman
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Miller Heiman CEO Sam Reese explains the value of the Miller Heiman Sales System

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Every interaction with a customer is too important to leave to chance.

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Herman Miller

How do you strengthen a global sales team’s ability to sell complex solutions to complex clients?

Read how Herman Miller brought a common language to a global team.


How do you align a global sales organization with a common language, sales methodology and framework?

Hear how Motorola executed their sales transformation effort.

Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

It’s that time of year again. The trees are on the turn, and there’s a chill in the air. The brisk autumn wind carries the certainty of one thing. No, not winter. The fourth quarter.

For those of you whose fiscal year follows the calendar year, this can be a stressful time. The race to the close of the year can be just as slippery, treacherous and unforgiving as the journey to and from the office. Now is the time to check the tyres on the car, the batteries in your flashlight, and the integrity of your sales funnel. Continue Reading

The professional athletic team is probably the best example of a performance-driven culture. How you play the game matters, but not nearly as much as the wins and losses. Professional statisticians track the team and the athlete’s performance down to the minutest detail, linking them to the final results of the game, tournament, or season. The professional athlete constantly hones his or her skills, on-season and off. Even at the top of their game, they are always looking for ways to improve. Continue Reading

4.7 People
involved in a sale on average when the deal size is more than $500,000.