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Some call them blogs—we call them must-reads

How important is executive level selling to your business? How effective is your team during that vital time once it’s secured? What are the most significant barriers encountered in securing and conducting persuasive and productive interactions with the C-Suite and how do you overcome them?We know...

Landlines, books, postage stamps, greeting cards, taxis: What do these products (and the companies that sell them) have in common?Obsolescence! (Taxis gave it away, right?)Meanwhile, Apple’s market capitalization is $758 billion dollars, twice that of the next company on the list, Alphabet/Google at $500 billion....

We recently discussed innate traits and how they drive performance. So let’s take it to the next level – how do you know if a candidate possesses certain traits that are more prone to drive performance in your organization?Most of us, as we look at...

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...