Your options in an uncertain economy are different than in more prosperous times, but successful sales managers and leaders will make decisions that will sustain their teams through every market condition. In an uncertain economy, sales organizations may be tempted to tighten up spending, reduce training costs...
Interested in finding out how you stack up against other companies? This article provides you with the data to compare your ROS to other organizations. Learn how you can use world-class performance as a model for future performance.
The days when selling through third-party channels were simple are long gone. As more and more providers come to realize the many advantages of selling through these channels, the landscape of channel partner selling has become dramatically more complex. To get the most out of this market, suppliers need to...
Sales executives go to their networks for their core job tasks--unlike some professionals who perform their jobs without ever invoking a relationship. The main impact of social networking for sales is helping them gain access and accelerate opportunities through connections they have but that they might not know about.
Advances in technology have made it possible to bring sales force productivity to new heights. Learn about the latest exciting innovations in CRM and SFA software and how they can help take your sales force to the next level. This issue of the Sales Performance Journal offers...
Cincinnati, Ohio 'WHAT about that pillow?" I ask Standard Textile CEO Gary Heiman, pointing to an inviting cushion lying on a metal table amid a pile of multicolored scraps and samples. Heiman nods, and the grinning VP in charge of product development standing next to...
Much research has been conducted in order to raise our understanding concerning sexuality and sexual desire. Distinctions between concepts related to sexuality have, however, been difficult to make. As Heiman (2001) noted, we still have only vague notions of what individuals mean when they say they are...
The Newsletter Design Awards Competition judges chose Miller-Heiman's Sales Performance Journal as "Best in Show"--that is, Best Designed Newsletter of 2007. The other finalist for "Best in Show" was Parthenon Publishing's Parthenon Post. The fact that the final showdown was between 2...
DUBLIN, Ireland -- Research and Markets (http://www.researchandmarkets.com/reports/c60313) has announced the addition of 2006/2007 Sales Training Vendor Guide to their offering. Compares and Contrasts 15 leading sales training companies with relevant, authoritative analysis, 65 color graphs and tables. Expert advise from analysts, consultants and executives. Based...
Investment to Speed Worldwide Introduction of OpSource On-Demand 2.0, the Leading Web Application Delivery Platform SANTA CLARA, Calif. -- OpSource[TM], the Software as a Service SaaS delivery experts, announced today that it has closed a $15 million Series D financing round. OpSource will utilize these...
This issue presents the winners of The Newsletter on Newsletters 2007 competition recognizing the best in newsletter publishing. To the traditional categories of Design and Marketing, this year we added Editorial. (The Marketing winners will be featured in the next issue.) Also new...
Many thanks to the thousands of people who recognized the urgency of our work and supported Worldwatch in 2006, allowing us to reach decision makers and concerned citizens in over 100 countries. --Christopher Flavin, President COUNCIL OF...
RENO, Nev. -- Miller Heiman (www.millerheiman.com) today released its annual study of complex, business-to-business selling and sales management best practices. The study identifies the practices of Winning Sales Organizations and perception gaps among sales representatives, their managers and C-level executives related to the sales process. ...
RENO, Nev. -- Miller Heiman (www.millerheiman.com) today announced a strategic alliance with Sales Benchmark Index (www.salesbenchmarkindex.com) to provide a comprehensive suite of sales data products and analytic solutions. This alliance brings together two leaders in the sales performance space, Miller Heiman, the pre-eminent leader in sales strategy...
RENO, Nev. -- The Miller Heiman Q4 Sales Confidence Index results, released today, reported a surge of confidence among sales leaders as the Index rose to an all-time high of 109.2, a two point increase from Q3. The Index revealed significant increases in sales leader...
RENO, Nev. -- Miller Heiman today announced a new distribution partnership with Sellutions, a major player in the South American market, specializing in developing high-performance sales organizations. Sellutions is led by Marcelo Miraglino, President and Chairman in Argentina, and Martin Kleman, Executive Director and CEO in Chile....
RENO, Nev. -- The Miller Heiman Q3 Sales Confidence Index, released today, reported overall continued confidence by sales leaders in the next 90 days. While more than three-quarters of survey respondents report more opportunities and leads for the coming quarter, most also fail to give high marks...
RENO, Nev. -- According to key findings in recent Miller Heiman research, there are seven steps healthcare sales professionals can take to improve their effectiveness. The study found that selling healthcare products -- medical supplies and devices, pharmaceuticals and capital equipment -- is virtually a different job...
RENO, Nev. -- The Miller Heiman Q2 Sales Confidence Index, released today, reported surging confidence by sales leaders in the next 90 days' sales performance. The Index rose to 108, in a continuing upward trend from Q3 2005. Three quarters of Index respondents currently see more opportunities...
RENO, Nev. -- According to key findings in recent Miller Heiman research, five factors set superstar sales organizations apart from their peers. In response to changing buyer behavior, all sales organizations are struggling with major challenges in discounting, demand for additional services for the same price and...
Articles 2006-03-31
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