It’s year-end and that finds Miller Heiman Group’s team reflecting on the year in sales. Over the course of this year, our blog took sales and services on a journey, with stories about practical challenges in growing prospects, advice for sales leaders anticipating a sluggish economy, conversations with sales influencers like Oleg Rogynskyy and much more.

Read on to see our top 15 blog posts from this past year—and find out what we’ve got planned next year.

Together We Are in a Category of One Our most popular post this year brought our biggest news: Miller Heiman Group is now part of Korn Ferry. By bringing together Korn Ferry’s ability to align organisations with Miller Heiman Group’s experience in execution, we form a category of one that no competition can touch.

Three Sales Management Practices that CROs Can Use to Prepare Themselves for a Recession As organisations brace themselves for a softer economy, we offer three management practices that chief revenue officers can invest in now to prepare their sales force for whatever challenges come next.

Three Essentials to Upselling in Large Accounts 70% of sales organisations’ revenue comes from existing customers—and these three essential strategies show sales leaders and sellers alike how to land and expand enterprise accounts.

How Account Managers Can Win Back Strategic Accounts It’s tough to lose a strategic account—but it doesn’t have to be the end of the relationship. Use the advice and approaches in this article to see how you can win them back.

How to Reignite a Prospect that Suddenly Goes Silent Stop us if you’ve heard this one before: an excited prospect connects with you and then suddenly drops out of communication. These five sales strategies show you how to stay proactive in this challenging situation.

Three Key Skills to Distinguish Sellers from Sales Managers Being a great seller does not always translate to becoming a great sales manager. This article details the skills that a successful sales manager possesses, as well as the skills that outstanding sellers can focus on.

Techniques to Master When Selling to C-Level Executives Selling to the c-suite requires a carefully tailored strategy that shows deep understanding of decision-making styles. This article shows you what you need to know to win over the boardroom.

Five Key Steps to Get Buy-in from Diverse Stakeholders in Large Accounts  The average sale now includes more than six stakeholders, all of whom bring their own concerns and needs to the table. Use these five steps to use your time effectively to get support from each of them.

Sellers Must Focus on Perspective to Increase Win Rates in 2019 The 2018-2019 Sales Performance Report, published in February, shows that the average company struggled to achieve peak sales performance. But there’s a strong way out of this slide: encouraging your sellers and sales managers to lead with education and insights can drive attainment up by double-digits.

How to Win European Manufacturing Sales in the 21st Century Manufacturing in Europe has changed a lot, as has buyer expectations. In this article, we share insights into how you can future-proof your sales strategy by taking a  modern approach to manufacturing sales.

What Sales Leaders Need to Do to Hire and Evaluate Talent More Effectively Hiring mistakes can cost a sales organisation millions in revenue, which is why it’s important to plan your talent strategy carefully. Use the five strategies in this article to accurately conduct sales hiring assessments and bring in the right mix of talent to support your goals.

How to Scale Sales with Oleg Rogynskyy In this episode of the Move the Deal Sales Podcast, People.ai founder Oleg Rogynskyy chats with Miller Heiman Group on how companies can invest in AI to boost productivity and scale their sales organisation.

Four Strategies for Building Rapport with the Language of Needs The best salespeople use questioning and listening skills to uncover a buyer’s true needs. Here’s how to create the rapport you need to guide those conversations.

Struggling with Sales Enablement in Your Organisation? Here’s How You Can Course-Correct Today Despite the increased adoption of sales enablement, a significant number of companies struggle to get it right. Here are six common pitfalls and how to address them.

The Secret to Getting More Business from Your Sales Presentations Simon Morton, presentation expert, gives us his best tips to put the audience at the center of your sales presentations, not your Powerpoint skills.

Our team truly enjoyed delivering you the insights, education and trends that sales and service professionals like yourself need to move the deal. We can’t wait to show you what we have planned for next year as we bring our brand together with Korn Ferry to become a category of one, showing frontline sellers, sales leaders, service professionals and more how investing in themselves helps them be more than what they are today.

Thanks for being with us in 2019. We can’t wait to start 2020 together.

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Preparing for the Post-Outbreak Era

At this stage of the COVID-19 outbreak, organisations are dealing with two equally important factors—namely, keeping employees and their families safe and business continuity while preserving operations as best as possible. But eventually, the virus will end. And when it does, organisations need to be ready.