Episode 20 – The Gap Between Good and Great with Joe Galvin


Joe Galvin is the head of Miller Heiman’s Research Institute. I invited Joe into the arena to talk about their new report on the growing gap between good and great sales organizations, understanding the buyer’s concept, the fact that buyer’s don’t really have a process, the value of collaboration, and the real value of relationships in selling.

Show Notes

Miller Heiman

2013 Best Practices Executive Summary

Joe Galvin

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  • Tamara Schenk

    Brilliant conversation :-)
    So important to have these data points, e.g. that relationships do matter. Also, that especially in complex sales, buyers are often confused with all the different information they gathered so far – sales persons can create incredible value if they put structure and context around the buyer’s problem and desired outcome…
    Most important: Every customer makes every decision differently – situational skills, situational business acumen etc. – all the intangible things that make the real difference. Must listen!

    • http://www.thesalesblog.com S. Anthony Iannarino

      Thanks for weighing in here, Tamara!