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

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Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

According to the business dictionary, a customer is defined as “a party that receives or consumes products (goods or services) and has the ability to choose between different products and suppliers.” Having choices suggests a competitive environment for the supplier where it is a minimum requirement to deliver goods or services according to a set of specifications. On a basic level, this is how to get a customer. Continue Reading

As channel leaders and channel managers start planning for next year, we encourage channel organizations to assess partner performance and potential to determine where you should apply your always-limited resources. It may be helpful to segment channels into three categories: Achievers, Believers, and Deceivers. Many of the channel organizations around the world find these designations useful for highlighting future potential instead of judging channel partners based solely on past performance. You want to focus resources on those partners who want to succeed and are willing to do what it takes but still need you to show them how. They are your Believers.
At least that’s how we’ve described Believers in the past. However, as my colleague and I were discussing the concept, we decided the description may be too limiting. Continue Reading

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