Miller Heiman Group

NOVEMBER 6, 2019

The sales industry is complex. Just as industries like medicine and aviation combine high-tech innovation with low-tech checklists to achieve success, sales professionals need to do the same using a sales methodology. Both help sellers ensure critical steps during the sales cycle are not missed.

Artificial Intelligence 58

Artificial Intelligence Sales Analytics Innovation Sales 58

Miller Heiman Group

AUGUST 5, 2018

But is the Challenger Sale model really the best way to convert buyers into valued, long-term customers? In fact, at Miller Heiman Group, we believe the Challenger Sale model lacks the impact of a proven methodology and is a tactic that doesn’t meet the needs and expectations of today’s marketplace. We don’t think so.

Sales Analytics 56

Sales Analytics Sales Innovation Sales Technology 56

Miller Heiman Group

AUGUST 6, 2018

But is the Challenger Sale model really the best way to convert buyers into valued, long-term customers? In fact, at Miller Heiman Group, we believe the Challenger Sale model lacks the impact of a proven methodology and is a tactic that doesn’t meet the needs and expectations of today’s marketplace. We don’t think so.

Sales Analytics 55

Sales Analytics Innovation Sales Sales Technology 55

Miller Heiman Group

JULY 9, 2018

Sellers need technology and a methodology to succeed. But here’s the problem: No sales technology on the market is connected to a successful sales methodology. And when it comes to sales methodologies, it’s difficult to sustain over time, monitor seller adoption and ROI, and achieve CRM integration.

Sales Analytics 51

Sales Analytics Sales Technology Innovation Organization 51

Miller Heiman Group

JULY 22, 2018

Now, the Blue Sheet is getting a facelift to help sellers meet the growing expectations of today’s empowered buyers and address the technology needs of today’s sales organizations. Although we can’t imagine it any other color, Bob’s choice of paper had little to do with the Blue Sheet’s success. Ready for more?

Sales Analytics 51

Sales Analytics Innovation Facilitation Meetings 51

Miller Heiman Group

APRIL 25, 2018

From changing buyer preferences to declining sales performance to emerging sales technology, it quickly became clear that the world of sales and service will never be the same. As a result, organizations miss out on opportunities for innovation. Only then will sales technology reduce seller tedium.

Artificial Intelligence 55

Artificial Intelligence Sales Technology Sales Innovation 55

Miller Heiman Group

JULY 22, 2018

Now, the Blue Sheet is getting a facelift to help sellers meet the growing expectations of today’s empowered buyers and address the technology needs of today’s sales organizations. Although we can’t imagine it any other color, Bob’s choice of paper had little to do with the Blue Sheet’s success. Ready for more?

Sales Analytics 48

Sales Analytics Innovation Facilitation Meetings 48