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Case Studies


Wright Medical

In this interview with Emma Treharne, Senior Manager Sales Training at Wright Medical she discusses their merger with Tornier and the importance of having a consistent methodology and language with her newly blended team.

SABIC Deutschland GmbH & Co. KG

In this interview with Jörg-Holger Krause from SABIC Deutschland GmbH & Co. KG, he discusses how Miller Heiman Group helped his organisation unified his sales force.

Sabic

Interview with Konrad W. Hellmann, Director Sales Excellence for Sabic discusses that with the chemical industry in a state change, it was important to shift from a product focused approach to a value-added approach to sales.

Optima

In this interview, Bogdan Zaczek discusses his role as a Key Account Manager for Optima. Miller Heiman Group methodologies enabled him to improve his position on the buy/sell hierarchy to ultimately serve his customers better.