March 2017

Miller Heiman Group

Miller Heiman Group is built on the world’s most valuable, well-known and respected names, not only in the training industry, but in business as a whole, including, Miller Heiman, AchieveGlobal, Huthwaite, Impact Learning Systems, Channel Enablers and CSO Insights. It’s a combination of brands that has long been associated with accelerating sales growth and business transformation, which is the cornerstone of what we do. But in today’s world, those who stay the same, lose.

Learning to Sell Through Storytelling

Earning a prospect’s trust is essential when it comes to the art of the sale. It’s human nature to want to make a connection with the person we’re buying from – to feel like our needs are understood and that the sales rep cares about more than just a commission.

Learning to Sell Through Storytelling

Earning a prospect’s trust is essential when it comes to the art of the sale. It’s human nature to want to make a connection with the person we’re buying from – to feel like our needs are understood and that the sales rep cares about more than just a commission. Therefore, closing a deal depends on the salesperson’s ability to make a prospect feel as though their unique story is being heard.

Wring Inefficiency from Your Proposal Process and Win More Business

When we survey RFP and proposal teams, nearly half report meeting response timeframes as their greatest challenge. They describe a mad dash to deadlines. It’s not uncommon to have 12 to 24 hours to turn around complex responses, but even with the relative luxury of a few days or a week, many sales executives aren’t confident in the quality or consistency of what’s headed out their door.

Correct Course Now: 10 tips to keep 2017 on track

You know what they say about best-laid plans, right? Even if you started 2017 with specific, measurable goals, what happens when you fall behind? What happens when those best-laid plans meet the battlefield of business? What happens when things don’t always go the way you intended?
Here are 10 things you can do to get back on track.

Wring Inefficiency from Your Proposal Process and Win More Business

When we survey RFP and proposal teams, nearly half report meeting response timeframes as their greatest challenge. They describe a mad dash to deadlines. It’s not uncommon to have 12 to 24 hours to turn around complex responses, but even with the relative luxury of a few days or a week, many sales executives aren’t confident in the quality or consistency of what’s headed out their door.

Correct Course Now

You know what they say about best-laid plans, right? Even if you started 2017 with specific, measurable goals, what happens when you fall behind? What happens when those best-laid plans meet the battlefield of business? What happens when things don’t always go the way you intended?
Here are 10 things you can do to get back on track.

5 Tricks to Convert Your Average Sales Reps Into Sales Ninjas

Research shows that 55 percent of people selling are in the wrong profession. Another 20 to 25 percent have the essential attributes to sell, but they should be selling something other than what they are currently selling. An efficient salesperson is one with many impeccable characteristics.

Top Performers Can’t Be Ignored

When it comes to coaching, most sales managers either devote their time to rescuing the worst players or gravitate to the best players. In “The Sales Manager’s Guide to Greatness,” author Kevin F. Davis says studies show the biggest payoff from coaching comes from working with the people you may think of as your “B” players.

Why Sales Is a Great Entry-Level Job

“Nothing happens in business until somebody sells something.”
A boss I had early in my career made that comment to me. Now, 30 years later, I truly understand the brilliance of that simple statement.

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