Miller Heiman Group 2019 sales data

Miller Heiman Group stats show B2B sales execs lean on renewals vs. improving team performance

B2B sales people are closing less than half of the deals they forecast and firms are relying on renewals from existing accounts to make up average of 70 per cent of revenues, according to a survey from Miller Heiman Group. The Chicago-based training firm’s CSO Insights team recently released its annual report, Selling in a […]

okrs

OKRs: How the right objectives and key results process can help sales teams soar in 2018

At one point or another, you may have heard the saying, “Routine sets you free.” That principle holds true in the business world and can be applied to corporate goal setting, too. With a powerful, routine-oriented goal setting framework like OKRs (Objectives and Key Results), your organization can fall into a pattern of setting, tracking, […]

design thinking

How design thinking can help sales teams: Advice from the authors of ‘Naked Sales’

We in design haven’t been very good to sales for some time now. Over the last few years the leading methodology for innovation, design thinking, has changed the way people manage daily communications (mobile devices and applications), access health care (medical devices and care practices), travel (autonomous driving) and manage their lives at home (via […]