Miller Heiman Group

SEPTEMBER 19, 2018

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4

Sales Talent 57

Sales Talent Hiring Territories Face-to-face 57

Miller Heiman Group

SEPTEMBER 20, 2018

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4

Sales Talent 55

Sales Talent Hiring Territories Face-to-face 55

Miller Heiman Group

JULY 28, 2020

Sales Technology Is Playing a Transformational Role. Sales technology—including collaboration tools, CRM, networking platforms, sales intelligence apps and other productivity and communications tools—has filled some of the gaps caused by limited face-to-face interactions.

Trends 85

Trends LinkedIn Lead Rank Lead Scoring 85

SalesLoft

MARCH 31, 2022

Natalie Barrie: We are focusing our entire go-to-market strategy on ICP (ideal customer profile) selling so we are collaborating more with marketing than we ever have before to make sure we are using the right collateral, the right testimonials, and video case studies. Recruiting sales talent in a highly competitive environment.

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105

DiscoverOrg Sales

MARCH 3, 2017

Sales is an art and a science. According to a study by Gartner, 70% of executive buyers think customer stories and case studies are the best way providers can communicate differentiation they can trust, but only 34% of executive buyers felt sales reps do a good job of communicating business value. Weak Storytelling.

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

Miller Heiman Group

NOVEMBER 26, 2019

Move the Deal : Just wrapped on season 1, Miller Heiman Group’s sales strategy podcast focuses on helping sales professionals further hone their skills and boost performance by sharing the latest trends, best practices and new sales technologies. Sales Influence—Why People Buy!

Strategy 64

Strategy Case Study Cold Calling Top of Funnel 64

Miller Heiman Group

JULY 18, 2019

In this, the third in our blog series discussing the findings of the “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study,” we explore four ways that you can align your sales strategies for success, no matter the state of the market. Evaluate Your Existing Talent—and Rebuild Your Hiring Profiles.

Strategy 55

Strategy Hiring Lead Rank Lead Scoring 55