Miller Heiman Group
APRIL 12, 2019
CRM systems and supporting sales technology platforms give sales leaders access to rich amounts of data. The challenge for many sales leaders is extracting actionable insights from the data that can be used to coach your sales team to achieve higher win rates. There is nothing magical about sales analytics.
Miller Heiman Group
DECEMBER 21, 2018
Our powerful sales analytics platform combines the methodologies of Strategic Selling® with Perspective and Conceptual Selling® with forward-looking, analytics-driven sales technology. Sales leaders receive essential insights enabling them to coach sellers earlier and more effectively. “One
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Miller Heiman Group
AUGUST 8, 2019
The CSO Insights 2018 Sales Operations Optimization Study showed that companies actively invest in 25 different types of sales technologies, and the average sales organization uses 10 tools and plans to add four more in 2019. Take the Sales Performance Meter. Your sales team hasn’t fully adopted your CRM.
Miller Heiman Group
JULY 18, 2019
The top 20% of salespeople typically account for more than 50% of an organization’s revenue, according to the CSO Insights 2018 Sales Talent Study. But intuition and the lagging indicator of quota attainment are largely what sales leaders focus on when evaluating individual sales performance. Get Your Data Strategy Right.
Miller Heiman Group
APRIL 1, 2019
We’re pleased to announce that Scout , Miller Heiman Group’s sales analytics platform based on the Strategic Selling with Perspective and Conceptual Selling sales methodologies, now integrates with Microsoft Dynamics 365. The move came from marketplace demand and expands Scout’s reach.
Miller Heiman Group
AUGUST 20, 2019
As buyer behavior changes and sales evolves across all sales organizations, analytics have emerged as a key component of success—yet manufacturers struggle more than average organizations to use them effectively. Yet when sales leaders use predictive analytics paired with a CRM , they’re more likely to guide sellers to success.
Miller Heiman Group
JULY 18, 2018
When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. 1: A formal sales process drives CRM adoption.
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