CSO Insights is the independent research arm within Miller Heiman Group, dedicated to improving the performance and productivity of complex B2B sales. Here is their infographic with the 4 keys for sales leader strategies.
When Dorothy finally gets to the Emerald City to ask the wizard about help returning to Kansas, she is told at the front door by the mustachioed doorkeeper that “nobody can see the wizard, not nobody, not no how! This is often the scenario in our accounts when we try to find the individual with …
Workshop Information Comprehensive Strategy for Complex Sales Strategic Selling® helps organizations and individuals develop comprehensive strategies to win sales opportunities. Participants develop action plans to successfully sell solutions that require approval from multiple decision makers in the customer’s organization.
The playing fields of the sales world have been flattened. Powerful economic forces—from outsourcing and offshoring, to workflow software and the Internet—have reduced the costs of entry to where almost anybody can play. The consequences? This easier entry has resulted in the commoditization of all goods and services. We hear from our clients that it’s …
Aligning the Buying and Selling Process: Do You Understand How Your Customer Buys? Read More »
Each face-to-face interaction with potential clients should be managed to move an opportunity forward. Not knowing what to ask the customer is one reason why customers stop agreeing to schedule time, and opportunities are ultimately lost. An inability to engage in—and, indeed, initiate—customer conversations is a tell-tale sign of lack of commitment and preparation. It …
The High Anxiety: Does Your Sales Team Have Performance Issues? Read More »
For the 8th consecutive year, Miller Heiman has conducted its Sales Best Practices Study of senior leaders, sales leaders, and sales professionals (over 25,000 international respondents to date). The purpose of the survey is to uncover and evaluate the best selling practices of the most successful companies. I invite you to compare the activities of your sales organization …
