Successful customer management requires situational fluency that only a professional salesperson can provide.
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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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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Seven essential steps to help you hit year-end numbers.
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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.
Sometimes failure is a state of mind. That can certainly be said of the sales profession. When we feel successful, we start acting successful. Nine times out of 10, that leads us to being successful. Of course, the same can be said of feeling like a failure. Continue Reading
Look at a couple of your won deals and analyze the criteria that made the difference. There will be tangible criteria such as the vision of future success, the compelling business case, a specific solution whose value outweighed the perceived risk of change, etc. There is one intangible criterion that empowers all the tangible criteria, and that is collaboration. Continue Reading
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