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Explore the Knowledge Center

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.

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For executives who wants to improve top-line growth through how their organization interacts with its customers.
 

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Research: 2014 MHI Sales Best Practices Study

Get the latest research report that shares the behaviours that drive World-Class Sales Performance.
 

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The Biggest Inhibitors to Sales Success

Now open: Sales Performance and Productivity Study. Join the study and get the insight that answers this question and many more.

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Success Stories

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

Herman Miller

How do you strengthen a global sales team’s ability to sell complex solutions to complex clients?

Read how Herman Miller brought a common language to a global team.

Motorola

How do you align a global sales organization with a common language, sales methodology and framework?

Hear how Motorola executed their sales transformation effort.

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Miller Heiman Blog

Insights from the sales experts at Miller Heiman.

Salespeople complain all the time about customers and their (mis)perceptions. For the sales rep, a common way to attempt to overcome a customer’s negative perception is to discount the product or to dig up dirt on the competitor. If that fails, they’ll keep the prospect in the funnel, sending them a new brochure every now and then, hoping they’ll eventually wear them down. Continue Reading


In school, I questioned the value of learning geometry. But today, it makes perfect sense to me. Regarding the daily challenges of a frontline sales manager (FSM), an equilateral triangle seems to be a perfect visualization. Continue Reading

24%
spend sufficient time with their customers in an average week, compared to 76% of World-Class Sales Organizations.