How can you move forward with prospects and customers who merely find your proposed solutions interesting but don’t see the need to move quickly? Miller Heiman Group research talks about that there is no such thing as an unimportant call or meeting. Every contact has to create value and move the customer forward toward closing the deal. Yet it’s unclear customers feel that way—almost a third (32.2%) of respondents to the 2018 Buyer Preferences Study reported mixed feelings about their discussions with sellers. With customer expectations higher than ever, every sales interaction has to be worth the buyer’s time as per the Miller Heiman Sales Training research study. As the study put it, “Some are useful and some are a waste of time.” You create a sense of urgency that incites them to act by incorporating these four customer experience best practices into your sales effectiveness framework. 1. Be a Value Driver Sellers must create value tha...