TeamBuilders Information, Articles, and Newsletters
A Desirable Work Environment: Some of the most compelling work environment factors in attracting and retaining top employees
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Are you truly customer-focused in your selling activities? To evaluate whether or not you are taking advantage of all of your
opportunities to be customer-focused, take this quiz.
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Buyer Behaviour – Decision Making Process
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Decision Making: Text from Michigan State University Web Site Overview of Decision Making
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AON Lamp Case Study: Having implemented Miller Heiman's Strategic Selling programme
to unify and increase the effectiveness of its sales approach worldwide, Aon has linked it with the Large Account Management
Process (LAMP) to strengthen its partnerships with complex key accounts and drive up business levels.
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Ask the Expert: The Expert Answers - How do you define a buying influence when a third party administers the purchases? And
the user is screaming I am the owner?
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Beating Commoditization: Drop the conventional product pitch and learn a better way to interact with clients that positions
your solution for greater wins. For new prospects and existing clients, Conceptual Selling® is a new approach to an old
target that gets you repeat sales, great referrals and long-term profitable client relationships.
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Best Practices: How Sales Leaders Can Ensure Forecast Accuracy
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Beyond Passive Resistance: Motivating Salespeople To Adopt Change
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Big Deals: “Hunting Elephants” with Aon Canada
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Case Study (Allianz): As part of a major change initiative, one of Australia's
largest insurers has teamed up with Miller Heiman to standardise its approach to selling.
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Case Study (Chr. Hansen): The science of selling - Chr. Hansen applies an analytical approach
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Case Study (Experian): Persuading Senior-Level Decision-Makers from Charismatics to Controllers
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Channel Partner Management: Shows participants how to establish and strengthen the Win-Win partnerships that can dramatically
improve performance in today’s ultra-competitive global marketplace.
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Client Coordinator Instructions: Participant program announcement and overview
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Conceptual Selling: Conceptual Selling® fosters a customer-centered culture by focusing salespeople on why a client is
really buying.
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Conceptual Selling® Blended Suggested Time Schedule
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Defining Sales Talent Management: An HR Execs’ Approach
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Develop the Best Practices of World Class Pharma Sales Organizations: Conceptual Selling® is appropriate for field-based
or specialty pharma sales teams that would benefit from pre-call planning training. Companies that use Conceptual Selling®
frequently have a goal of moving their sales from product push to solution sell.
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Equal Pain or Equal Gain? Negotiate for Win-Win: Every sale involves negotiating—starting with your first contact
with the client. Miller Heiman’s Negotiate SuccessSM workshop shows the best way to begin, essential areas
of focus, what to do first and last, how to avoid pitfalls and ways to handle typical “tactics.”
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Executive ImpactSM 5 PATHS TO UNLOCKING DECISIONS: Executive ImpactSM is the only executive selling
workshop that helps you sell the way executives want to buy.
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Executive Impact: Why Salespeople are Losing at the Top - Miller Heiman's two-year research effort reveals a groundbreaking
reality: The way you sell is incompatible with how executives really make decisions.
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Fast Forward: Dealing With the Sales Talent Shortage
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Fast Forward: Driving Your “B” Players to the “A” Team
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Fast Forward: Landing Big Deals
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Fast Forward: Strategic Planning Reality Checklist for Sales Leaders
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Fast Forward: Technology Adds ROI to CRM
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Fast Forward: The Nuts and Bolts of Deal Review
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Five Steps to Successful Sales Negotiations
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From Cheerlead to Coach: CRM is changing the way companies do business and with it the role of Senior Sales Management says
Miller Heiman Consultant, John Robinson
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From Relationship to Partnership: Buying mind-share is no substitute for planning and preparation when it comes to effective
channel management says Miller Heiman Consultant, Richard Shaw.
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Halliburton: Combining Passion and Process for Sales Results
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"I Hate to Negotiate" Overcoming Avoidance: Most People Fear Having To Negotiate. 8 Simple Steps To Get You Started.
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Levers for Strategic Planning and Sales Growth: It’s a comprehensive process that will help you develop deal strategies
to hit your year-end goals. Strategic Selling® shows you how to shorten sales cycles and close business by leaving nothing
to chance. It helps you to identify those most likely to close, and with an effective strategy, you can hit your numbers and
meet your quota.
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Life Beyond the Product Pitch: Why Customers Really Buy
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Negotiate SuccessSM: Miller Heiman has partnered with the leading negotiations experts, Accordence, to create a
simple and intuitive framework for managing negotiations, which can be used at every key step of the sales process.
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Panel Discussion: Strategies To Retain Top Performers and Manage Sales Talent
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Rubber Meets Road: Putting Large Account Management to the Test
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Selling and Sales Management in the Complex Selling Environment: Executive Summary of Miller Heiman’s 2008 Sales Best
Practices Study
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Seven Steps to Better Healthcare Sales: Selling to most industries has changed relatively little compared to how much selling
to healthcare organizations has changed.
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Strong Leadership for Tough Times: There are three key mistakes I see companies make in difficult times. We’ve focused
this edition of the Sales Performance Journal on helping you successfully avoid all three.
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Study Identifies How Global Giant Compares to Winning Sales Organizations
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Successful Selling - Don’t Let the Economy Be an Excuse for Poor Performance: In this edition of the Sales Performance
Journal, Bob Miller, co-founder of Miller Heiman, offers advice about maintaining sales success, regardless of economic conditions.
In his article, “Successful Selling in Any Economy,” he provides observations to help sales leaders stay afloat
in what appears to be a diminishing pool.
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The Art & Science of Big Deals: A Four-Part Strategy
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The Importance of Accurate Forecasting: A CFO’s Perspective
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The People You Know: Social Networks and Tomorrow’s Sales Force
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White Paper: 2006 Miller Heiman Sales Performance Study Executive Summary
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White Paper: Secrets of High Performance Sales Organizations
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White Paper: Taming the Volatile Sales Cycle (Reprinted from MIT Sloan Management Review. Winter 2006. Vol. 47, No. 2, pp.
10-13)
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