In B2B, Salespeople usually have to generate 75% of their own leads, and they have to prosecute all of them. Who are your salespeople and how will you manage them?
It is with great regret that we learned of the passing of Robert B. “Bob” Miller on Friday 22nd September. As a founding member of Miller Heiman and an expert sales concept-developer, Bob remains an educator and inspiration to the many thousands of sales professionals around the world that reap the benefits of his teachings. As part of his work with Miller Heiman, Bob Miller created sales techniques such as Strategic Selling, Conceptual Selling, and Successful Large Account Management — techniques that changed the way the world thinks about sales coaching and training. As a dynamic innovator READ MORE ›