Some call them blogs—we call them must-reads

This is going to sound counterintuitive, so stay with me for a second: Talent is the one aspect in your sales and service organizations that cannot be developed. I can explain. First, when we study talent, we study the outliers – the high performers. We want...

How you sell is a more sustainable competitive differentiator, than what you sell. You can see this in action as you move up the relationship level pyramid. Let me explain. When you reach the highest level, you have a complete grasp on your customer, their industry...

We’ve discussed different levels of relationships and went over the levels of sales process in great detail. Now, let’s put this all together. We call the combination of these concepts the Sales Relationship Process (SRP) Matrix. The five levels of relationships -- approved vendor, preferred supplier,...

There’s something new in the air at Miller Heiman Group. That’s right – Miller Heiman Group. Effective immediately, our new name is Miller Heiman Group. This is more than just a name change. We’ve completely reinvented ourselves by keeping everything you love about Miller Heiman and infusing...

We’ve established that having a sales enablement function in place creates success. But how do companies set their priorities when they think about sales enablement? We discovered that 12 percent of the organizations we studied are very reactive when it comes to sales enablement. A lead...

As you create stronger relationships with your customers, we know all sorts of good things begin to accrue. Trust increases, and that gives you added credibility. Close times shrink and your customers start to see you as a partner. Now, let’s look at the relationship pyramid...

We know sales enablement works. According to research from CSO Insights, companies that make a serious investment in enablement are more than 10 percent more successful than those that don’t. There are several ways to think about sales enablement. The most practical, however, is to view...

No Good Intentions Go Unpunished Imagine you are entering the meeting room at an important Belgian customer. There are 6 seriously, maybe grim, looking important professionals, from different departments, waiting for you and your marketing colleague. The atmosphere is somewhat hostile due to problems with a...

I’ve been talking a lot about the sales process, but now I want to switch gears. I want to introduce you to our levels of sales relationships. We’ve been compiling data for more than a decade about the impact relationships have on the sale process,...

Customers are evolving more rapidly than ever before and, as a result, buyers are getting smarter. The challenge for sales professionals is to keep up with them. Here’s a little secret I want to tell you: one of the keys to smarter selling is having a...