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Miller Heiman
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January 12, 2016 12:00 AM
One thing is certain in the new year, customers will continue to go online to avoid anyone with sales in their job title. A recent study by Forrester Research states that over 1 million sales jobs will be lost by 2020. Any salesperson that doesn’t add value, understand his or her products, or help their customer navigate through the buying process will be irrelevant or ignored.
January 11, 2016 12:00 AM
Growing up, I was a sports fanatic. I especially loved team sports, and often found my world revolving around individual training, team practices and games. From a young age, my coaches played a significant role in my life. They helped me chase goals, contribute to the team, enjoy the experience and ultimately taught me the value of being coached.
January 8, 2016 07:14 AM
The training industry is in a state of constant evolution as corporate travel budgets shrink and the use of technology grows, but what are some of the hottest trends currently? Let’s take a look at a few that are garnering attention:
January 6, 2016 12:00 AM
The argument that all you need is a smart sales executive and a bit of intuition to succeed at selling is now redundant. Technology-enabled selling is now key. Making sure the sales process is successful requires coordination across multiple facets of a business, involving sales, marketing and almost any customer facing member of staff. CRM systems, marketing automation technology and existing relationships all need to be tied together with a thorough understanding of your company’s target audience.
January 5, 2016 12:00 AM
One of my favorite things about the end of the year (aside from the holiday cheer) are the year-end reviews of movies, music, news stories and almost anything else you can think of. But we’re past that now, and the new year brings with it an inclination to plan ahead — to resolve to improve in certain areas and map out a strategy to do so.
January 5, 2016 05:16 PM
January 4, 2016 12:00 AM
It surprises many people that small and mid-sized businesses make up a majority of employer firms in the United States (99.7% to be exact). The U.S. Small Business Administration (SBA) defines these small and mid-sized businesses (SMBs) as enterprises having fewer than 500 employees. However, the average small to mid-sized business has a sales team of less than five employees.
January 1, 2016 12:00 AM
An aging convention center combined with aggressive marketing by rival cities seeking convention and trade show business has organizers of some of the largest events to visit Las Vegas annually considering relocating.
December 21, 2015 03:56 PM
As companies experience success and grow their business, sales teams must be able to scale quickly or risk losing out on new opportunities. To scale quickly in a hyper-growth organization, sales reps have to get up to speed fast, processes must be streamlined and sales leaders have to continuously monitor sales team performance. If adjustments are required, they need to be made quickly to keep sales on track with the company’s growth trajectory.
December 18, 2015 07:01 AM
While so-called “research” on the millennial generation is overwhelming, when you cut through the noise to get to what little real data exists, much of the message seems to ultimately be speculation with very little consensus. However, above the fray are a few points that are undisputed — and they have everything to do with the future of the American workforce. Simply put, millennials, raised in a world of technology and digital information, are motivated, driven and have a totally different learning style from preceding generations.
December 14, 2015 10:43 AM
Forrester recently reported that 1 million B2B salespeoplewill become obsolete by 2020, citing advancements in sales and marketing technologies as the culprit. Sales and marketing automation technologies have certainly seen a significant amount of growth in the B2B sector within the last few years.
December 11, 2015 12:00 AM
There are three value conversation “moments of truth” in every buying cycle that you must be great at: first, creating value to break through status quo bias and build a buying vision (differentiation); second, elevating value to impress executive decision makers who must see the financial and business impact of your solution (justification); and third, capturing value to manage the tension of price and negotiation conversations in order to protect your margins (maximization).
December 9, 2015 06:01 AM
Remember when instant messaging was the new tool for sales? Remember when texting was just for teens and college students? So many new digital tools come out each year that it’s hard to keep up.
December 7, 2015 05:25 AM
Salespeople have a lot of responsibility riding on their shoulders. Colleagues have spent weeks, and maybe even months, hard at work to build innovative, impactful solutions. Now it is up to sales teams to sell that product, driving revenue and recognition for the company. Here are five tips based for giving killer sales presentations.
December 4, 2015 12:00 AM
Virtually every job description for the modern “analytic marketer” includes requirements for “strong communication skills.” In particular, what’s sought is someone who not only distinguishes signals from noise, but communicates this way: good analysts appreciate nuance, but executive audiences often don’t, preferring bottom lines as headlines. While communication skills are written about frequently, tips for marketing and sales analytics are scarce. Here are three for getting your message through:
December 3, 2015 07:32 AM
As a business, it’s important to ensure that your brand is represented on all of the social media networks, including Instagram which is often one of the most overlooked platforms when it comes to marketing businesses online. Before you begin your Instagram marketing campaigns you will want to ensure that your business profile page looks great and is attractive for your audience. Nobody will want to engage with your business's brand if you have a boring and stale looking social media page.
December 1, 2015 12:00 AM
What if you could change one simple thing about your message, pitch or presentation to make it more persuasive? What if one basic technique could convince your prospect that the change you’re proposing is superior to the status quo? According to fresh research from my company, that technique exists. If you take advantage of it, you stand to significantly improve your chances of convincing prospects to accept the idea of doing something different.
November 30, 2015 11:35 AM
Ongoing training is important for employees to stay ahead of the curve and do their jobs effectively. But what about training reinforcement? One could argue that reinforcement may be as important as the training itself. After all, even the best training won’t mean much if there’s nothing done to reinforce it. But what’s the best way to make sure that employees retain what they’ve learned?
November 25, 2015 07:14 AM
Black Friday is the unofficial start to the most important time of the year for retailers – the holiday shopping season. For wholesalers, it is not only an opportunity to finish the year strong financially, but also to differentiate by empowering their retailers for success. To maximize sales, manufacturers and distributors need a strategy that creates a great start to the season on Black Friday, carries that momentum through Christmas, and ensures inventory is sold through by New Year’s.
November 23, 2015 12:00 AM
Technology has dramatically shifted the research and selection process by customers, who now expect a fast response and relevant content delivered, how they want it and at every stage of the sales engagement process. In return, organizations of all kinds are creating digital content at an exponential rate, realizing there is a major opportunity in this new “always on” world to use these digital assets to deliver revenue.
November 23, 2015 06:23 AM
Sales is ultimately a matter of building trust and developing relationships with customers – and it’s never too early to start. In the journey from the first phone call with a customer to the final close, there are numerous opportunities to establish credibility, build rapport, uncover the customer’s unstated needs, and generally show the customer that you are on their side and that you are trustworthy, professional, and thinking about how to solve their problems.
November 19, 2015 12:00 AM
We are taught from a young age to believe in the power of sustained attention, but psychologist Josh Davis says if your workforce is struggling to be productive, they may not be daydreaming enough.
November 18, 2015 12:00 AM
In a previous article, Age of Unified Communications (UC) and Your CRM, I discussed the benefits of integrating a UC solution with a CRM (like or SugarCRM). One of the advantages of this type of phone system integration is having screen pops that make it easy for sales and customer service teams to log call details. It also provides quick access to existing customer information, enabling outbound-focused teams to have better conversations with customers and prospects.
November 16, 2015 12:00 AM
A mobile device is a salesperson’s best friend, but before your salesperson gets overwhelmed and distracted by a million non-relevant items accessible on their mobile devices, there are ways to streamline and focus the world of information so that the most pertinent and relevant sales assets are prominent. Sales enablement applications not only boost the power of your CRM, but are quickly becoming a requirement for managing and inspiring a successful sales force as they rely more heavily on mobile devices.
November 13, 2015 12:00 AM
To date, technological advancements have always created better jobs and improved the well-being of humanity. But we face the real possibility that technology will, for the first time, displace more jobs than it creates. In his new book, Humans are Underrated: What High Achievers Know That Brilliant Machines Never Will, Geoff Colvin, a senior editor at Fortune magazine, says those people who master the human abilities that are fading all around us will be the most valuable workers in the world.