Sales Performance Just Got a Promotion

Posted by Everett Hill on Sun, Jul 14, 2013

This is my 30th article for “Everett Hill’s Catalyst”, a blog about growing the top line. I’ve shared ideas ranging from leadership principles to sales strategy to sales execution, and the interaction of the three. My guide is an inner compass calibrated by decades of operating experience. The new book “The Three Rules: How Exceptional Companies Think” is aligned with that compass.

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Tags: The Three Rules, competitive strategy, Miller Heiman, sales performance, sales strategy

Stop Writing Value Propositions and Start Building Sales Strategy

Posted by Everett Hill on Fri, Apr 26, 2013

“If people [customers] don’t want to come out to the ball park [buy my product], nobody’s going to stop them.” Yogi Berra’s lament about fickle baseball fans came to mind as I reviewed the results of the 2013 Miller Heiman Sales Best Practices Study.

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Tags: product differentiation, Miller Heiman, b2b sales strategy, value proposition