Funnel Transparency = Funnel Accuracy

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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, sales best practices and perspectives you can use to win more business for your company.

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Sales performance tools, research and best practices that you need to know about.

The Miller Heiman
Sales System®

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

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Getting Closer to Customers

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

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.

In today’s modern world, access to information has never been easier. More and more buyers are sharing it, and more and more sellers are collecting it. Information and data is not a new concept. It has been around far longer than I have. The term “big data” is something new and, recently, everywhere I turn, sales leaders are singing the praises of big data. It’s a revolution, some say. It’s a big game changer, say others, No, I cry. I am already hating the term “big data”!

Don’t get me wrong. I love data. I just don’t like the term “big data.” It's not because I think companies are collecting too much personal information about customers and their habits. It's not even because I don't trust them to keep it safe or use it in ethical ways. (Although I do have my doubts sometimes.) It's more because they aren't using the data they already have. Continue Reading

I was going through some old Miller Heiman newsletters when an article from 1996 caught my eye. (I guess I've needed to clean out my files for a while now.) The story was about a woman named Robyn who had been working hard to get a foothold in a large account for two years. Being someone who "writes it all down," she had copious notes on who the buyers were and what problems the organization needed to solve. She took those notes to a Strategic Selling® workshop and was able to apply the principles she learned to win a marquee account for the business. Continue Reading

Percent of sales organizations on track to make plan when they maintain a forecast accuracy of 80% or higher.