Sam Reese, president and CEO of Miller Heiman, discusses some misconceptions C-level executives have about the sales process, and the misalignment between sales and marketing.
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.
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.
There are three things that are inevitable in this world: death, taxes and lousy management. And of all the many manifestations of lousy management, surely one of the worst is micromanagement. I was recently talking about this with Sam Reese, CEO of the sales training firm...
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...
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...
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." ...
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 ...
