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!!!NEW!!! B to B sales needs structure and defined processes

A structured and defined sales process is often missed in b to b sales. Sectors like the engineering, the product development and the whole production process are usually well organized. Siegfried Kreuzer, CEO of the sales & management consultancy KP2, pointed out, that sales is a really important strategic part of a company and therefore it needs clear processes and structure. Source: KP2 Expert Talk

!!!NEW!!! Management Consultancy: strengthen your b2b sales

Siegfried Kreuzer, CEO of the Sales & management consultancy KP2, mentioned the Miller Heiman methodology as a good structured way to manage sales in b to b. It is focused on how to identify sales opportunities, how to manage opportunities and how to win the opportunity. It also helps to manage the overall customer relationship and to start the whole cycle again. Source: KP2 Expert Talk

!!!NEW!!! Sales manager incentive in b to b: more than cash

Regarding incentives for sales managers in b to b, companies should be flexible and focused on the individual need of sales representatives. As unique as employees are, as unique the incentive programs should be. Sometimes a nice company car can result a better motivation as additional money. Source: KP2 Expert Talk

!!!NEW!!! Successful b2b sales: the Miller Heiman methodology

Siegfried Kreuzer, CEO of the Sales & management consultancy KP2, speaks about the Miller Heiman methodology as the leading framework for structuring the sales process in b to b. Miller Heiman is successful and accepted because it is based on a single page strategy and it is really easy to use for sales people. Source: KP2 Expert Talk

!!!NEW!!! The distribution of the Miller Heiman methodology

Roger Snow speaks about the growth of the Miller Heiman methodology as one of the leading framework for structuring the sales process in b to b. Within the last 30 years Miller Heiman has won partners in over 20 countries, translated the methodology in 20 languages. Source: KP2 Expert Talk

!!!NEW!!! The Miller Heiman methodology and the sales funnel

Sam Reese speaks about sales metrics for the whole sales process. As a leader, a company has to look at all metrics within the sales funnel. Sometimes it takes too much time to convert a lead into business and to close the deal. Then the management has to react and to look how to generate more leads. Source: KP2 Expert Talk

!!!NEW!!! The uniqueness of the Miller Heiman methodology

Roger Snow speaks about the uniqueness of the Miller Heiman methodology. It is easy to handle and delivers techniques for better customer orientation. It results in more win win situations in b2b sales. Miller Heiman supports sales people based on a holistic approach. Source: KP2 Expert Talk

3rd KP2 Expert Talk: Coaching for top sales performance

It’s impossible to create a top team without a trainer. However, can this statement also be applied to sales? Why is education and training so important for a successful sales team, in order to become a world-class sales organization or a top-class salesman? Source: KP2 Expert Talk

3rd KP2 Expert Talk: Commensurate prices for 1st class products and solutions

Many German companies are characterized by a discrepancy. On the one hand, they develop and build really excellent products and solutions which set standards on the worldwide market. On the other hand, when it comes to sales, they often do not succeed in getting the price appropriate to the quality and performance of the products, services and solutions supplied. How can German companies ensure that their sales divisions matches up to the performance potential of their products, services and solutions? Source: KP2 Expert Talk

3rd KP2 Expert Talk: Quality and key figures in sales

Only what is really measurable and is actually measured is capable of being improved. Key indicators are extremely important for companies. When it comes to build up world class sales organizations, they are even indispensable. On the other hand, too many of these key indicators may be counterproductive, precisely in this sensitive network of relationship within sales.Which and how many key indicators does a sales organization need in order to achieve above-average results?

C-Level and Front Line Sales Alignment - Sam Reese

Sam Reese, president and CEO of Miller Heiman Inc.,  discusses some misconceptions C-level executives have about the sales process, and the misalignment between sales and marketing. Source: Miller Heiman

Leveraging the Best Practices of Top Performers - Sam Reese

Sam Reese, president and CEO of Miller Heiman Inc., talks about ways to replicate the success of top sales performers and how to align the sales process with client needs … Source: Miller Heiman

Miller Heiman Philosophy of Selling - Bob Miller

Bob Miller, founder of Miller Heiman Inc., describes the best way to view a potential customer if you want to win business … Source: Miller Heiman

Secrets of Winning Sales Organizations - Sam Reese

Sam Reese, president and CEO of Miller Heiman Inc., discusses what successful sales groups do to separate themselves from the rest, including win-loss reviews … Source: Miller Heiman