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Miller Heiman
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July 12, 2016 11:00 PM
I’m sure many of us have unsuspectingly picked up the phone only to be ambushed by a fast-talking sales pitch. Despite making our best effort to extend professional courtesy, we simply don’t have time to listen to a sales pitch most of the time. The result is that we will typically do our best to end the call as quickly as possible so we can get back to work. Whether we are “in a meeting,” “late for our next meeting” or we simply choose to hang up, we will rarely feel any guilt about our narrow escape.
July 11, 2016 04:26 AM
A disturbing trend that I am seeing in the marketplace is an escalating level of apathy at the senior executive level as it relates to the effectiveness and value of their sales organizations. In other words, more and more executives seem to be throwing in the towel when it comes to salespeople actually being able to move the revenue needle. As I dig deeper, I see two fundamental causes for this:
July 7, 2016 11:00 PM
The world of sales has changed significantly in recent years, mainly driven by advancements in technology. The sales organization has been influenced by technology available to customers, which has drastically increased the amount of information accessible to buyers to help them with purchasing decisions.
July 2, 2016 11:00 PM
There’s a persistent “myth” in software development: great developers are 10X more productive than average developers. I call it a “myth” in quotation marks because there’s disagree­ment around that statement in the software community. For one thing, it’s hard to precisely measure the difference. Is it 2X, 3X or 5X instead? And second, the adoption of agile management has tended to emphasize the productivity of teams and to downplay the notion of the solo rock star programmer.
June 30, 2016 11:00 PM
iPads and other tablet computers are rapidly changing the sales game and helping sales reps achieve their goals faster and smarter. According to Apple CEO Tim Cook, 94 percent of the Fortune 500 and 75 percent of the Global 500 are either testing or deploying the iPad.
June 27, 2016 03:07 PM
Late last year, Medtronic Surgical Innovations had a new product to sell that required the certification of more than 350 salespeople in North America with an aggressive timeline —  roughly 90 days. The group considered one-to-one training, but given the tight timeline and the fact that it coincided with the end of the year and related holidays, it determined that it simply wouldn’t be possible.
June 27, 2016 07:12 PM
That emergence of B2B ecommerce that you’ve heard so much about? It’s here, experts say, and if you’re not alert, it will pass you and your company by. “You can easily streamline your B2B sales by NOT implementing a B2B ecommerce model. Your competitors will take care of the orders for you!” tweeted Brian Massey, cofounder of website optimization company Conversion Sciences.
June 27, 2016 02:59 PM
The eLearning Industry ( estimates the worldwide market for mobile learning products and services will reach $12.2 billion by 2017. The online corporate market is expected to grow by 13 percent per year up to 2017. Today, 77 percent of U.S. companies offer online corporate training to improve the professional development of their employees.
June 27, 2016 07:22 PM
It happens every year...One workplace study or another releases survey results that show 70 percent or more of employees are disengaged at work. The most recent research by Gallup shows that employee engagement is strongly connected to business outcomes essential to an organization’s financial success, such as productivity, profitability and customer engagement. Engaged employees support the innovation, growth and revenue that their companies need.
June 27, 2016 02:45 PM
In athletics, a coach’s post-game talk is an integral piece of a squad’s season-long effort to learn and grow. Why should it be any different in the world of business?
June 27, 2016 07:31 PM
Companies that include gift cards in their incentive programs are realizing remarkable results and finding new technological solutions that help manage their programs and decrease capital costs. We’ve spoken to companies who are seeing an ever-increasing percentage of their consumer reward points going to gift cards, and recently have seen a huge increase in the demand for digital product. There are many reasons why gift cards are a popular and effective motivator.
June 27, 2016 02:43 PM
Orlando held on to its ranking as the top meeting destination in the U.S., as rated by Cvent, a leading event management technology company. Chicago, which was No. 3 in Cvent’s 2015 rankings behind Las Vegas, swapped places with Las Vegas this year. Atlanta and San Diego rounded out the top five.
June 27, 2016 03:04 PM
When it comes to emerging sales technologies, a platform approach is a top criterion for success. According to Accenture’s Technology Vision 2016, you need personalized and flexible selling platforms to increase adoption by sales teams.
June 27, 2016 02:54 PM
Power-Gear Sound
June 27, 2016 03:06 PM
Is it better to sell face-to-face? Absolutely, says Doug Devitre. Whether your customer is an individual, a committee, or a group of decision makers, there is no better replacement for showing up in person. But that’s not always possible. Today’s technology, with screen-sharing capability and other remote presentation options, provides some hidden and not-so-hidden benefits. In his book “Screen-to-Screen Selling,” Devitre shares insights for better remote sales strategies. Here are some of his tips:
June 27, 2016 02:56 PM
Here are just a few of the comments we heard and came across while researching this cover feature package on investing wisely in B2B sales and marketing technology: “B2B marketers are doubling down on various marketing technology tools in 2016 as they look for new ways to attract the sector’s increasingly savvy customer base.” (eMarketer)
June 27, 2016 01:47 PM
As we were headed to press with this annual issue on technology and its impact on the worlds of sales and marketing, the Tribune Media Company, owners of such notable newspaper brands as the Chicago Tribune, Los Angeles Times, and Baltimore Sun, announced it is rebranding the company as “tronc.” No, that’s not a typo. It’s really tronc — with a small “t,” as in “tribune online content.”
June 27, 2016 02:38 PM
Are you blogging? According to a Social Media B2B study, B2B brands that blog generate 67 percent more leads per month than those that don’t. Optimizing that digital content isn’t sexy, but it has become too important to ignore, says Nate Dame, founder and CEO of digital marketing agency Propecta. Dame discussed why B2B marketers need to get serious about SEO in a recent blog for Marketo:
June 27, 2016 07:25 PM
“If it involves arranging words in rows with occasional punctuation, then I’ve given it a bash,” says Jonathan Crossfield, a Sydney-based marketing consultant. On his entertaining and informative blog, Crossfield sounds off on a wide range of ideas regarding using words to build your brand. We focused our discussion on content marketing.
June 26, 2016 11:00 PM
The pit in cold callers’ stomachs should growl with hunger every day. Hunger can’t be taught or nurtured. You’re either born hungry or you’re not. You’re either fully consumed by a visceral, bone-deep desire to succeed or you’re not. ‘Content’ is a dirty word in sales. It’s usually the incipience of losing interest in selling.
June 23, 2016 11:00 PM
You have built a beautiful business. But lately, waves of change are slowly eroding its base. Until now you have held back the damage by reinforcing the foundation. Then one day the realization hits you: you must move the whole structure, or it will be swept away, like a sandcastle on the beach.
June 20, 2016 11:00 PM
Corporate cube farms continue to give way to remote workers who may work three miles away from their manager or three time zones away. The capability to work remotely for a company allows managers to hold on to some top performers who may otherwise leave a company for geographical reasons.
June 19, 2016 09:30 PM
The marketing industry was transformed by technology well ahead of sales. Since the early 1990s, marketing tactics have incorporated big data and automation. More recently, though, the sales industry has gone through its own digital renaissance – evidenced by the proliferation of tech tools and the advancement of prospecting techniques.
June 16, 2016 11:00 PM
Organizations have traditionally taken a simplistic approach to global content creation, viewing translation of English-language content as “good enough.” This passive tactic is no longer sufficient, especially when you consider that 95 percent of the world’s consumers and 80 percent of the world’s purchasing power live outside of the U.S. Companies that wish to succeed on a global scale must move beyond standard translation to create engaging native brand experiences.
June 14, 2016 11:00 PM
How many times have I heard a salesperson curse the marketing maven that created his deck. From a sales point of view, those slides will never “sell” at his next meeting. And vice versa. I’ve heard marketing colleagues bash their sales folks for not being “strategic” enough. They curse the sales person for going off message. They’re both right, and they’re both wrong.