LinkedIn Sales Solutions The Way to Create Value Miller Heiman Group Report

The Way to Create Value in your Sales Organisation

In today's world, buyers have gotten better at buying than sellers have at selling. Buyers have now come to expect immediate value from every interaction, but sales organisations struggle to keep up. LinkedIn and Miller Heiman Group paired up to analyse this further and we found that:

Just 23% of buyers cited salespeople as one of the top 3 resources for advice
70% of buyers would rather wait to ask a vendor to help solve their problems
>60% of buyers describe salespeople as interchangeable

To turn the tide around, we identified three pillars that sales organisations can build on to achieve greater sales effectiveness. Watch this recording to hear how sales organisations can adapt to a new sales environment.

"Buyers don't want a regurgitated script from a half-day workshop. The only route to success is to not just teach sales techniques, but to align your methodology and process, and commit to reinforcing it every day."

- Richard Hilton, EMEA Managing Director, Miller Heiman Group, now part of Korn Ferry

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