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Chris Miller

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Consultant, Market Thrust

48 points

May 20, 2012

Chris Miller recommends this answer by Louie Bernstein

What are the most important sales pipeline metrics?

1. Prospects proceed through the funnel (their buying cycle) based on their actions and commitments, not where you think they are in your sales cycle.
2. Incorporate measurable milestones that, based on those prospect actions and commitments, move them through the funnel. more

April 22, 2012

Chris Miller and 9 other people answered this question

What are some key "red flags" to look for when interviewing candidates for regional sales?

Unless you're a sales person yourself, sales people can be difficult to hire. This is true for any profession. If you have never programmed a line of code in your life how can you possibly hire the best C# programmer? Even a good C# programmer ... more

Human Resources

April 8, 2012

Chris Miller recommends this answer by Al Shultz

How do you overcome a boring brand?

There are no boring brands, Catherine — only unimaginative marketers...
Despite what many people believe, brands do NOT establish or maintain themselves — companies do. And the key word is DIFFERENTIATION. You need to convey clearly, crisply and impactfully what makes your company/product/service special and ... more

Human Resources

Company Culture

Feb. 9, 2012

Chris Miller and 18 other people answered this question at this roundtable

Top Technology Marketers to Watch in 2012 [1/31 @ 1 pm]

Does the B2B distinction matter any more?

We can always come up with a few exceptions to this criteria. But these few exceptions will not change the fact that the distinction matters. more

Feb. 7, 2012

Chris Miller is now following Lilia Shirman and 1 other person

Feb. 6, 2012

Chris Miller and 8 other people answered this question

What are the biggest risks in a software evaluation?

It is amazing to see companies spend millions of dollars on an enterprise system simply to automate their current inefficiencies. I have personally acquired new customers who needed a re-implementation of these failed ERP projects. In fact, we launched an implementation firm and built our ... more

Information Technology

Business Software

Enterprise Software

Feb. 2, 2012

Chris Miller and 3 other people answered this question

Would you recommend having different support packages based upon customer's profit levels?

A very successful friend of mine always says that "Great service requires great margins". He purchased a business for 300K and transformed it to a $40M company almost solely on this principle. more

Customer Service

Customer Experience

Customer Loyalty

Jan. 10, 2012

Chris Miller and 20 other people answered this question

Have you ever received a spam LinkedIn invitation?

I'm aware of this feature but I never intended to use it. There are several steps when using this process and it just seems unlikely that a person can use this feature by accident. Since many of my friends mentioned having the same issue after ... more

Social Business

Jan. 8, 2012

Chris Miller and 21 other people answered this question

Will inside sales continue to replace field sales?

This is a good point to make about the inside vs. the outside sales people. These are very different personalities for multiple reasons. I once had a friend who was an amazing inside sales person who refused to go outside for more money. I discovered ... more

Inside Sales Tactics

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