Articles and White Papers

Expert Picks

Case Study: ArjoHuntleigh USA
To drive top-line growth and maintain margins, a more strategic approach needed to be incorporated into the current product-led sales culture. For this healthcare solutions company, the challenge was how to maintain and grow market share in a singularly difficult time as competitors become strong contenders. Read abstract

Aligning Strategies for the Customer
Helping customers achieve their results is a smart strategy in any economy. This edition of the Miller Heiman Sales Performance Journal includes articles that are closely aligned with the concept of keeping customers at the heart of management decision making, including the increasing importance of executive-to-executive selling programs, and who should truly be driving global account management initiatives. Read more

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