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Miller Heiman
Sales performance experts achieve better visibility and more informed decision-making with Pivotal CRM
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Customer Snapshot
Miller Heiman counsels clients around the world on a wide variety of sales performance issues. Its sales system drives sales performance through disciplined processes to effectively create and manage opportunities and manage relationships. This involves analyzing deals and accounts, preparing strategies, and identifying specific actions, accountabilities, and timelines needed to execute the strategy.
Challenges
- Data silos and duplicate records
- Difficulty tracking down reliable data
- Lack of relational capability in former system
- Need for greater performance visibility
- Need for sounder infomation for management decision support
- Desire to track campaign and website response
Results
- Supported almost 100% growth annually over past 8 years
- Enabled client services department to reduce staff by almost 2/3 while managing twice the workload
- Improved management's decision-making capabilities by providing accurate data and analysis
- Eliminated duplicate contact data
- Drives Miller Heiman's online store with direct connections for ordering, order status, event listings, and more