Yearly Archives: 2014

In this latest interview, Joe Galvin, EVP, Miller Heiman Research Institute suggests top sales organizations will increasingly get to top performance by operating with a higher level of transparency. They’ll have a sharper, faster, read than others on how sales … Continue reading

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Joe Galvin, EVP, leads the Miller Heiman Research Institute. It provides research-based thought leadership to the Miller Heiman customer community on B2B sales performance. In this interview, Joe offers his perspectives on how auto-analytics enable more effective sales coaching. Joe … Continue reading

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The Miller Heiman Research Institute, led by Joe Galvin, EVP, provides research-based thought leadership to the Miller Heiman customer community on B2B sales performance. In this interview, Joe offers his perspectives on how auto-analytics improve sales performance by reducing the … Continue reading

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At the Dachis Group’s Social Business Summit in March 2013, John Hagel explained the emerging potential to improve business performance by making the invisible visible with analytics. His perspectives underscore the potential for analytics in B2B sales to drive improved … Continue reading

Posted in Change management, Conversations, Metrics, Process, Productivity, Results, Return on Effort, Sales coaching | Tagged , , , , , | Leave a comment

In B2B sales, conversations with buyers are the key to cash. A Rep’s productivity is often determined by the buyer value being created in sales conversations. Creating buyer value requires a deep understanding of a buyer’s situation. Effective listening improves … Continue reading

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