Stephen Newman’s Blog

What Makes a Winner?

From a Miller Heiman study on Winning Sales Organisations (WSOs) 72% of respondents rely on well-defined methodologies for deciding which opportunities to pursue. That’s almost a third better than other respondents. “!In other words, nearly half the non-WSOs have no standard system for identifying the best opportunities” says Miller Heiman COO Damon Jones, “That’s like fishing wherever you want and hoping that something will bite on your hook”

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