Miller Heiman Group

JUNE 10, 2020

As a result of the coronavirus pandemic, everything seems different, but sales fundamentals haven’t changed that much, if at all. The scorecard refers to the universal qualifying categories, which we refer to as the “Big Six.”. In this blog, we’ll take a closer look at the first three categories of the Big Six. Other people.

Decision-making 81

Decision-making Prioritization Sales Organization 81

Miller Heiman Group

JUNE 18, 2020

In a recent post , we began to explore first three of the “Big Six” categories that sellers use to qualify leads using our scorecard : solution alignment, decision-making process and timing. Today, we focus on the remaining three categories: other people, competition and budget. Other People. On average, 6.4

Decision-making 90

Decision-making Sales Facilitation Stakeholders 90

ClearPoint Strategy

SEPTEMBER 13, 2021

Coronavirus State and Local Fiscal Recovery Funds (SLFRF) Program Overview. This act established the Coronavirus State and Local Fiscal Recovery Funds (SLFRF) program to support governments in their ability to respond to the economic and public health impacts of COVID-19. Table of Expenses by Expenditure Category. Use of Funds.

Government 59

Government Software Software Organization 59

Miller Heiman Group

JUNE 17, 2020

In a recent set of five webinars, we covered the essential issues raised by the coronavirus pandemic and offered practical tips to help sellers strengthen bonds with customers and achieve higher levels of performance. Watch the webinar on-demand here. . Start Your Rebound Now.

Decision-making 69

Decision-making Sales Stakeholders Organization 69

Miller Heiman Group

APRIL 27, 2020

Defining moments fall into three categories: Negative: When customers feel disappointed. The first two categories lead to customer defections because buyers think they can find a better experience elsewhere. Neutral: When customers feel their expectations are met. Positive: When customers’ expectations are exceeded.

Brainstorming 63

Brainstorming Customer Experience Organization Meetings 63

Zendesk

MARCH 15, 2021

As we enter year two of “life after coronavirus,” procuring proper personal protective equipment (PPE) can be just as difficult as it was in the early days of the pandemic. We have a vetting team that does nothing but vet different categories of products. That’s where Project N95 comes in.

Supply Chain 98

Supply Chain Healthcare Suppliers Procurement 98

Hubspot Sales

FEBRUARY 1, 2021

In this post, we’ll discuss eight different types of entrepreneurship and give examples of businesses that expertly model each category. 195essential is owned by a father-daughter duo in Massachusetts and came to market during the coronavirus pandemic to support essential workers. Eight Types of Entrepreneurship.

Small Business 108

Small Business Profitability Innovation Investors 108