The newswires are buzzing as Miller Heiman announces its merger with Achieve Global and Huthwaite (SPIN Selling) . The new group which will be known as MHI Global is now the new global leader and innovator in sales performance.
MHI Global brings together five companies with long history and great reputation of unwavering commitment to customers’ success: Miller Heiman, AchieveGlobal, Huthwaite, Channel Enablers and Impact Learning Systems. With this union, MHI Global has unmatched capability to provide our customers with expanded solution portfolios, complementary assets and geographic coverage to allow for even broader worldwide implementations.
Why this union is the best thing to happen in the world of sales performance Read the rest of this entry
In my business I meet many leaders of industry. Some of the ones who stand out to me over the last few years are the guys who’ve ridden the most challenging waves. Read the rest of this entry
There is a tornado of change around us and the only way to survive this economy successfully is to lead your organisation effectively. Recently I’ve been thinking about what makes the difference between an effective leader and a successful one and if it’s possible to be one without the other… Read the rest of this entry
Hopefully you’re up and running after an encouraging start last quarter. Of course there’s always someone else – a colleague or even a competitor who’s also had some success with seemingly little effort. But as you watch them sit back complacently, stay on your guard. Take a look at the results of the new Miller Heiman Sales Study 2011. It’s clear that if you lose focus with over confidence, then business can start to slide away very quickly. Read the rest of this entry
Comments on postings from Miller Heiman CEO, Sam Reese Read the rest of this entry
Dare I mention the ugly subject of the England World Cup failure? After Sunday’s disappointment, the subject of recovery and training is a big one. You can expect the media to be full of speculation in the coming months Read the rest of this entry
How many sales people do you know with a degree in selling or in sales management? Are there many universities who offer a degree in sales process? Read the rest of this entry
As soon as we know our sales target for the year, most of us start to think about how we will achieve it. “Which contracts are likely to close?” “Which look risky?” and “Do I have a sales process to help me?” Read the rest of this entry
Early findings in the Miller Heiman 2010 Global Sales Best Practices Study show that in 2009, many sales people returned to the ‘shotgun approach’ – a clue, perhaps, that things were more difficult in 2009. Read the rest of this entry
So why did I decide to set up Critical-Moments? The time was right and I needed to act. That’s what a Critical Moment is all about. I’ve learned that the actions you take in response to Critical Moments can permanently change an organization and bring about identifiable sales success. Read the rest of this entry