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Miller Heiman
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January 26, 2015 12:00 AM
Spreadsheets have been around for hundreds of years. Pre-dating the electronic spreadsheet made popular by Lotus 1-2-3 and Microsoft Excel in the 80s and 90s, spreadsheets were a computerized program used to summarize information from many sources in one place and present the information in a format to help a decision maker see the financial “big picture” for a company.
January 19, 2015 06:51 PM
So, do you want to live your life like a boss, calling the shots and living on top? Consider living life like a boss. We’ve taken six top tips from the business world that can improve your personal life too.
January 16, 2015 12:00 AM
If you pursue the deals that make sense, do everything right in the selling and negotiating process, and deliver the promised value to the client, then winning is wonderful. But what happens when one of these three components is neglected? Each has margin erosion and unhappy clients lurking at every step so let’s look closer to understand the potential problems and how to avoid catastrophe.
January 12, 2015 12:00 AM
The Curse of Knowledge has several manifestations but the one most relevant to sales and marketing people is that becoming steeped in a technical domain causes us to stop recognizing when we use words or ideas less familiar to others. If we are any good at our job, we immerse ourselves in learning about our industry, including what analysts say about it. The best people pretty quickly become experts.
January 9, 2015 07:53 AM
The concept of Big Data" has sales and marketing executives abuzz over its potential, but the approach to date has been inadequate. Earlier Big Data strategies and tools have focused on collecting as much data as possible, and shaking it all up in hopes that something useful would fall out. In that sense, the term "Big Data" is perhaps less useful than would be the term "right data."
January 5, 2015 12:00 AM
A customer or client may sing praises for your product and his firm’s relationship with you. At the same time he may insist that you reduce the pricing of your product or services to maintain that relationship. Some sales teams spend time thinking about where to make cuts and how to reduce prices to satisfy the customer’s demand. The best course, however, would focus on how to maintain the relationship and at the same time not compromise pricing integrity. This may require some good old-fashioned research and analysis of the client’s needs and marketplace alternatives.
January 2, 2015 12:00 AM
Standing on the football field in the fall of 2011, hours before a Baltimore Ravens game against the Pittsburgh Steelers, I reached out to shake the hand of former NBC Sports President Dick Ebersol and introduced myself. “Nice to meet you. I’m Gerry Sandusky.” He snatched his hand back, a flinch reflex as if my hand were on fire.
December 30, 2014 09:56 AM
A new year means new sales goals. The right goals optimize sales force performance. Salespeople’s goals affect how hard they work and where they direct their effort. If there are multiple goals (say for different products), goal levels affect how salespeople allocate their time. Goals affect territory sales, incentive pay, and ultimately financial contribution. Stephen Redden, a principal at the sales and marketing consultant ZS Associates, says managers must focus on these three goal-setting challenges to make the most of 2015 sales goals:
December 30, 2014 10:04 AM
Prospective business partnerships and other opportunities are everywhere, but it can be difficult to sort the good ones from the lousy ones. Mike Michalowicz, the founder of Profit First Professionals (, an international network of accountants, bookkeepers and financial experts, offers these four signs for entrepreneurs and business leaders that signal a seemingly golden business opportunity is really a black hole.
December 30, 2014 11:28 AM
Most B2B companies use standard communications vehicles to inform people about the company brand. The company sends out an email, a newsletter, a “talking head” CEO video, passes out copies of the new corporate brochure, and distributes brand guidelines and visual standards.
December 30, 2014 10:47 AM
Instead of predicting what might happen in 2015, Matthew McKenzie, chief content officer at Content4Demand (, offers three things that your B2B marketing team should be doing — no matter what happens.
December 30, 2014 09:49 AM
Sales and marketing, like every other profession, has been greatly impacted by technological advancements. The bulk of a salesperson’s or marketer’s work day today would be unrecognizable by someone doing the job 20 years ago. Yet there seems to be one thing that technology has not displaced as a key component of a successful marketer’s or salesperson’s job: the story.
December 30, 2014 09:58 AM
A Forrester Research review of 30 business-to-business websites in six industries revealed that the majority fail to engage users with content. The report, “B-to-B Content Fails the Customer Engagement Test,” identified 10 criteria for engaging content, ranging from a customer-centric home page to innovative use of video. Only four companies earned a “passing” score from Forrester. The average score was 12.8 on a ranking in which 30 was a perfect score.
December 30, 2014 09:59 AM
Managers who promote brainstorming feel they’re getting the best ideas from their entire team, but research would indicate otherwise. Loran Nordgren, a management professor at the Kellogg School, says the first ideas introduced during a brain-storming session generally have a disproportionate influence over the rest of the conversation. The process is called “anchoring,” and it crushes originality.
December 30, 2014 10:55 AM
The amount of change in marketing technology is staggering. When your goal is to drive leads you constantly look for the silver bullet. If you’re like most marketers, you get overwhelmed keeping up with what’s new. You also fear you are missing out on the next best thing.
December 30, 2014 11:30 AM
At every step along the adoption process, the many forms of “media” employed, whether human or inanimate, communicate messages about the company brand. The company has a high degree of control over some forms of media, but not so much control of others.
December 30, 2014 09:53 AM
There is a distinction between broadcasting your story — storytelling — and living your story, or “storydoing.” Understanding the difference between the two and shifting toward the latter is fundamental to building a business, says Rosemarie Ryan, CEO and co-founder of co:collective (, a strategy consultant that has copyrighted the term “storydoing.” Storytelling has historically been the purview of the marketing department; storydoing must be on the to-do list of the entire organization, Ryan says.
December 30, 2014 10:57 AM
Sales consultant and author Jill Konrath spoke with Jonathan London, co-author of “Using Technology to Sell: Tactics to Ratchet Up Results” (Apress, 2012) about what steps to take now to get maximum impact from technology. Her Q&A appeared on Konrath: What are the biggest mistakes you see sales organizations make relevant to technology?
December 30, 2014 10:05 AM
Sanjay Dholakia, the chief marketing officer at Marketo, a leading provider of marketing automation software, recently spoke with marketing luminary Seth Godin as part of a series on the future of marketing. Some of the highpoints:
December 30, 2014 11:27 AM
Every marketer has heard of the four “Ps” of marketing: product, place, price and promotion. In their book “The People Powered Brand: A Blueprint for B2B Brand and Culture Transformation,” authors Chris Wirthwein and Joe Bannon introduce readers to the “4Q Marketing Framework.” “In our new model, marketing, which encompasses branding, involves answering these questions (the 4Qs):”
December 30, 2014 09:45 AM
A new year is always a good time to take stock of where you’re at and where you want to get to. At Sales & Marketing Management,we’re making some changes to the content we will bring you in 2015, beginning with an increased focus on technology and its impact on the roles of our readers — sales and marketing professionals.
December 30, 2014 09:45 AM
A new year is always a good time to take stock of where you’re at and where you want to get to. At Sales & Marketing Management,we’re making some changes to the content we will bring you in 2015, beginning with an increased focus on technology and its impact on the roles of our readers — sales and marketing professionals.
December 30, 2014 10:46 AM
No one argues anymore about the value of a well-written, widely read company blog. It establishes your expertise in your industry, allowing you to build your reputation footprint and marketing authority. But there are good and bad ways to express authority and speak about expertise, says Chris Quinn, brand strategist at Insight180 (, a branding agency for advisory businesses. It’s important to build your authority in a way that leads to a real connection with your readers or listeners. Quinn offers these tips on establishing authority the right way:
December 30, 2014 11:17 AM
Pop-up shopping has become a popular feature for group incentive travel events. Attendees don’t actually shop, but rather are rewarded with branded merchandise and fitted on-site by representatives from the supplier. Maui Jim, Seiko and, most recently, Tommy Bahama are among the brands that will come to your event and make your attendees feel like VIPs.
December 30, 2014 10:06 AM
For his book “Bootstrap to Billions,” Dileep Rao interviewed 23 hundred-million dollar and five billion-dollar entrepreneurs and discovered that 50 percent of them succeeded with higher prices by offering more value and knowing how to sell that value. “If your strategy is to succeed by pricing low, think again,” Rao says. He offers these tips for focusing on your differentiating factors and pricing accordingly: