Monthly Archives: January 2014

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

Posted in Conversations, Curiosity, Learning, Productivity, Return on Effort, Sales coaching | Tagged , , , , , | 2 Comments