Forbes contributors publish independent expert analyses and insights. Forbes Contributor covering the future of entertainment technologies. In 2012, Harvard Business Review published a bold article ...

Janek Performance Group reports that custom sales training outperforms generic programs by aligning with specific team needs, ...

Like most start-up entrepreneurs, when I began my first company in 1999 I had no formal sales experience. But I did have the wherewithal to visit potential customers and to learn about the pain points ...

Opinions expressed by Entrepreneur contributors are their own. Transforming your team’s approach to sales requires a shift from just pushing products to creating genuine connections with people. And ...

It is stunning to realize that the ideas and practices of consultative selling and the solution sale have been around for more than four decades. As “selling solutions” and “consultative selling” ...

The hardest thing about B2B selling today is that customers don’t need you the way they used to. In recent decades sales reps have become adept at discovering customers’ needs and selling them ...

Opinions expressed by Entrepreneur contributors are their own. In 2018, my company, Miller Heiman Group, did something crazy: After years of relying on multiple customer relationship management ...

Miller Heiman Group today launched Scout, a sales analytics platform that combines its Strategic Selling methodology with technology to recommend the next steps sellers should take to close deals.