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- Top Three Challenges Facing Sales Leaders Today
- What does it take to be a successful selling organization in today's marketplace? That's the question recently posed to a global audience of sales professionals during Miller Heiman's annual sales effectiveness survey, conducted in the fall of 2004. Receiving more than 3,400 responses, Miller Heiman initiated a research effort to...
- White papers 2005-05-25
- The People You Know: Social Networks of Tomorrow's Sales Force
- 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.
- White papers 2007-08-17
- Don't Let the Economy Be an Excuse for Poor Performance
- 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...
- White papers 2008-03-01
- Return on Sales: How do you stack up? Benchmarks for comparing your financial efficiency
- 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.
- White papers 2008-02-12
- Maximizing Channel 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...
- White papers 2007-11-01
- Exciting Innovations to Supercharge Sales Force Productivity
- 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...
- White papers 2007-08-01
Additional Resources
- Leeds Weld & Co. Acquires Miller Heiman Inc.; General Electric Pension Trust and CIT Co-Invest with Leeds Weld
- NEW YORK & RENO, Nev. -- Leeds Weld & Co., the New York-based private equity firm focused on investments in knowledge industries, and Miller Heiman Inc., a global provider of sales effectiveness solutions, today announced Leeds Weld's acquisition of Miller Heiman. General Electric Pension Trust and CIT co-invested with Leeds...
- Research articles 2005-06-04
- Miller Heiman, Inc. announces Sam Reese as new CEO
- Business Editors RENO, Nev.--BUSINESS WIRE--Feb. 9, 2000 Miller Heiman, Inc. today announced that Sam Reese has been named chief executive officer. Mr. Reese brings more than 14 years of sales and marketing experience to Miller Heiman. He has held positions of increasing responsibility in sales and general...
- Research articles 2000-02-09
- Miller Heiman Announces Sales Access Manager for Salesforce.com; New Solution Integrates Sales Process for Improved Results
- SAN FRANCISCO -- Miller Heiman, a global sales process consulting and training company, today announced Sales Access ManagerSM for salesforce.com. Debuting at Dreamforce 2004, salesforce.com's (NYSE:CRM) annual user and developer conference, Sales Access ManagerSM helps companies improve sales effectiveness by extending the reach and accessibility of an organization's sales process.
- Research articles 2004-11-01
- Help Your Customers Think Bigger: Increase Revenue and Profits by Cross-Selling and Up-Selling
- Building long-term customer value is essential to increasing profitability - Hoover's and Miller Heiman show you how. In this paper, Miller Heiman and Hoover's have joined forces to provide sales best practices to our users. We've combined Miller Heiman's proven sales methodologies and best practices for successful cross-selling and up-selling...
- White papers
- Leveraging the Best Practices of Top Performers
- Sam Reese, president and CEO of Miller Heiman, talks about ways to replicate the success of top sales performers and how to align the sales process with client needs. Miller Heiman is a sales training and consulting company.
- Videos 2008-04-09
- Secrets of Winning Sales Organizations
- Sam Reese, president and CEO of Miller Heiman, discusses what successful sales groups do to separate themselves from the rest, including win-loss reviews. Miller Heiman is a sales training and consulting company.
- Videos 2008-04-10
- Live Post: Sales 2.0 Conference in Chicago
- Today I’m posting a “running update†of everything that happens at the Sales 2.0 Conference in Chicago. This conference sponsored by one of my publishers SellingPower features real-life customer stories about how they use the latest technology. It will probably be worth your time to check this...
- Blog posts 2009-09-10
- Key Accounts Are Corporate Assets | BTalk Australia
- [podcast] Bob Miller, co-founder of Miller Heiman, says businesses often have too much focus on obtaining new clients rather than up-selling and retaining their key accounts. by Phil Dobbie
- Blog posts 2009-09-07
- How to Earn Referrals
- I’m going to make your job a lot easier today. Every sales pro knows that referrals make for easier sales. How easy? Research shows that well over half of the opportunities that come from referrals end up as a sale, according to Joanne Black, author of No More...
- Blog posts 2007-03-01
- Beware of "Strategic" Accounts!
- A strategic account is a good thing, right? Wrong. A strategic account can be a freakin disaster unless youre a strategic vendor. Let me explain. Contrary to popular belief, a strategic account is not a customer that generates a lot of revenue and profits. Thats just an "account." ...
- Blog posts 2007-04-27
- How to be a Strategic Vendor
- In my previous post, I explained that its dangerous to have a strategic account without being a strategic vendor. According to Sam Reese, CEO of the giant sales training firm Miller Heiman, there are three ways to become a strategic vendor: Control a de-facto ...
- Blog posts 2007-04-29
- Is That Account Strategic?
- I was chatting the other day with Sam Reese, the CEO of the giant sales training firm Miller Heiman about various selling issues. He says that one of the most persistent problems among sales organizations is the inability to recognize when a customer is strategic to their success.As Sam...
- Blog posts 2007-11-08
- Customer Meetings
- Everyone in business loves customer meetings. Run a customer meeting well, and the sales process is driven closer to closure. Given the value that is uncertain of individual customer meetings, salespeople and managers alike have a strong interest in holding good customer meetings. Before strong salespeople jump into customer meetings,...
- White papers 2003-12-10
- How To Convert Prospects To Sales Faster With Pre-Call Planning
- The days of turning up for a sales call with no advance planning and not much knowledge about the prospect are long gone. To compete and succeed in sales today, you need - and prospects expect you to have - all the solid pre-call planning information you can muster. ...
- White papers
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