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Thought leadership, articles and research to help you improve sales performance.

The Latest Thinking from the Experts at Miller Heiman

The Miller Heiman Knowledge Center is a library of publications, white papers, articles, insights, sales best practices and perspectives you can use to win more business for your company.

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Sales performance tools, research and best practices that you need to know about.

Prospecting 101

Learn best practices to get the most out of your prospecting activities and drive winning results.


Target the Right Opportunities

Learn why having more opportunities in the funnel doesn't always equal more revenue.


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 Advanced Concepts(SM) is an on-demand sales enablement tool that provides support on key sales challenges.



Success Stories

Discover how Miller Heiman was able to improve sales performance in our clients’ sales organizations.

Industry Case Study: Professional Services

Looking to change the culture within their B2B sales division, Post Office Ltd introduce and adopt a recognized sales methodolgy and process.


Success Story: Certified Sales Professional

An aspiring young sales professional benefits from becoming a Miller Heiman Certified Sales Professional, winning big deals immediately and promoted in less than one year.

Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

In today’s modern world, access to information has never been easier. More and more buyers are sharing it, and more and more sellers are collecting it. Information and data is not a new concept. It has been around far longer than I have. The term “big data” is something new and, recently, everywhere I turn, sales leaders are singing the praises of big data. It’s a revolution, some say. It’s a big game changer, say others, No, I cry. I am already hating the term “big data”!

Don’t get me wrong. I love data. I just don’t like the term “big data.” It's not because I think companies are collecting too much personal information about customers and their habits. It's not even because I don't trust them to keep it safe or use it in ethical ways. (Although I do have my doubts sometimes.) It's more because they aren't using the data they already have. Continue Reading

I was going through some old Miller Heiman newsletters when an article from 1996 caught my eye. (I guess I've needed to clean out my files for a while now.) The story was about a woman named Robyn who had been working hard to get a foothold in a large account for two years. Being someone who "writes it all down," she had copious notes on who the buyers were and what problems the organization needed to solve. She took those notes to a Strategic Selling® workshop and was able to apply the principles she learned to win a marquee account for the business. Continue Reading

Percent of sales organizations on track to make plan when they maintain a forecast accuracy of 80% or higher.