Miller Heiman Group

NOVEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made.

Chemicals 75

Chemicals Sales Management Top of Funnel Lead Rank 75

SBI

MARCH 1, 2021

Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Many StorySlab customers rely heavily on outside sales and suddenly had to adapt to a remote selling world. Sales processes that were easy to instrument were already trending toward being more data-driven.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

Xactly

APRIL 12, 2018

In demanding circumstances, stress acts as our bodies’ physical fight or flight response, where the body releases the chemicals to help us decide how to act. In the workplace, stress is an important thing for managers to watch for. Recognizing Workplace Stress in Sales. Each job has its own stressors–both good and bad.

How To 67

How To Chemicals Incentives Incentive 67

Partners in Excellence

JULY 24, 2017

” A system, whether it’s a physical process, chemical process, is in balance with the right flow. In sales, defining the cadence enables us to define the pattern of critical interactions to define, shape, and achieve our goals. The review process(es) are key tools in establishing the cadence of the organization.

Chemicals 52

Chemicals Maximizer Pipeline Marketing 52

Cincom Smart Selling

MAY 13, 2016

Successful sales people have always known that being successful in their job requires them to continually learn about the markets they serve, the products offered, the pricing and selling issues related to the product as it grows and changes over the years. The sales rep today carries a tablet or laptop and it provides access to a CPQ tool.

Hiring 59

Hiring Engineering Chemicals Face-to-face 59

LeveragePoint

NOVEMBER 13, 2020

I don’t have all of statistics to prove it, but you saw the Simon-Kucher figure (4 out of 5 chemical companies sell on price, not value), which is telling. You might have to set this up in the tools to be ready and so forth. It might be key account managers as well. How common is this?

Chemicals 26

Chemicals Webinar Metrics Scale Competition 26

Partners in Excellence

APRIL 26, 2016

selection of RF shielding for a smartphone, selection of specific bulk chemicals). From a sales management point of view, metrics become pretty easy and pretty predictable. Because volume and velocity is high, historical run rates, trend analysis provide great insight to sales growth.

Scale 48

Scale Face-to-face Lead Rank Chemicals 48