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• It's Leap Year - How Do You Plan Spending Your Extra Selling Day?

  Between work in the office and work on the road, there are far too many things we sales professionals just can't seem to fit in our busy schedules. In fact, in the 2008 Miller Heiman Sales Best Practices Study , only 25 percent of respondents agreed that... Posted Feb 26 2008, 01:03 PM by rvalderrama with | with no comments Filed under: Sales

• Miller Heiman Sales Performance Tip - Building Credibility with New Clients

  Building Credibility with New Clients Whether you are new to sales or have moved into a new sales position, a new job is an opportunity for you to make changes, learn new skills, and open new avenues of business. If you inherit clients when you change... Posted Dec 05 2007, 09:56 AM by rvalderrama with | with no comments Filed under: Sales

• Boost Win-rates Through Better Deal Management

  Miller Heimen Sale Performance Tips: The deal in your pipeline was huge and considerable time and resources were devoted to bring it to close – yet it fizzled out and fell through in the end. To make matters worse, this seems to be a trend, and everyone... Posted Nov 13 2007, 03:37 PM by rvalderrama with | with no comments Filed under: Sales

• Create a Competitive Edge: Differentiate

  Best of Miller Heiman Sales Performance Tips Create a Competitive Edge: Differentiate Introduction The value of differentiation cannot be overemphasized. A successful differentiation strategy can help you overcome price competition and sell on value.... Posted Oct 22 2007, 02:45 PM by rvalderrama with | with no comments Filed under: Sales

• Miller Heiman Sales Tip of the Month

  Another Reason to Treat Your Clients Like Gold It's in a salesperson's nature to get excited about closing new business. Scoring a new client is a reason to celebrate and raise your hand for some well-earned high fives. But, when looking for revenue opportunities... Posted Jul 09 2007, 03:30 PM by rvalderrama with | with no comments Filed under: Sales

• Five Effective Negotiating Steps

  Please enjoy the tip of the month from Miller Heiman. Being an effective negotiator means overcoming two of your biggest challenges: Finding the right balance of what to give and get in order to achieve a win-win Making sure you receive critical information... Posted Jun 18 2007, 01:07 PM by rvalderrama with | with no comments Filed under: Sales

• Shot Down by a Gatekeeper

  I found this article in the Miller Hyman website and thought it would be of value to our agents. Enjoy and good luck, Rick Why didn't we see this coming? When a sure-fire sale goes down the drain because a gatekeeper shoots you down, you want to understand... Posted May 22 2007, 10:23 AM by rvalderrama with | with no comments Filed under: Sales

• 4 Essential Commitments

  It happens to us all…an important client meeting with "less than desired" results. With a little planning and a partnering process for the conversation you'll have with your prospect or client, you can replace that sinking feeling with the knowledge that... Posted May 07 2007, 05:17 PM by rvalderrama with | with no comments Filed under: Sales