Miller Heiman Sales Methodology, Where Did it Go? Introducing Korn Ferry Sell with Christoffer Ellehuus, #217 The Modern Selling Podcast

In a B2B sales environment that is oversaturated with sales tools and technology, how sales organizations create and leverage an integrated sales approach is key.
What worked pre-pandemic to attract the modern buyer isn’t always working now to turn prospects into buyers. Add to that how sales professionals are trained, there’s no wonder that many B2B and B2C sales organizations are struggling to meet their monthly and quarterly sales goals.
That’s why the question that must be answered is: What’s the best approach to not only get sales reps the resources they need to know how to sell, but how can organizations achieve an integrated solution that also provides important sales data?
This is the topic up for discussion in this eye-opening episode of the Modern Selling Podcast. Our guest leads one of the most iconic sales training organizations in the world, so you know his insights will be both actionable and proven.
Christoffer Ellehuus is the President of Korn Ferry Digital. He has a proven track record as a CEO/business leader of tech-enabled service and subscription-based businesses. He has extensive experience leading large established businesses, scaling new business launches, and turnaround situations. With a core speciality in packaging and scaling tech-enabled service and IP businesses into fast-growing subscription platforms – Christoffer is known for turning a multi-year double digit revenue decline into impressive, growing revenues in key markets within 24 months. 
As part of Korn Ferry Digital, he is leading a digital transformation of the traditional advisory business into a more packaged and technology-enabled global service business. 
Download the full episode to learn what new sales data is saying is the best way to book more sales calls and increase win rates.
What’s the biggest challenge with sales training? If you’ve been listening to the Modern Selling Podcast for awhile, then you know that Vengreso had an amazing partnership for years with the Miller Heiman group (who was acquired by Korn Ferry). In fact, Vengreso was the first outside sales training company in its 40 year history that Miller Heiman ever hired.
But, with the pandemic and a rapid shift to online sales, how sales professionals are trained has had to evolve with the times.
So, I was curious to her Christoffer’s take on how sales training is changing and what he sees is the greatest obstacle sales leaders are facing.
His insights were very insightful, “The biggest challenge in sales across all industries is that training isn’t being done in a way that will get measurable results. Often sales reps are put in a room and given a bunch of strategies and methodologies to use. But the truth is, we know that 87% of people will forget what they were taught, in that type of one-off format.”
That’s why integrated technology like Korn Ferry Sell is so important. Now, sales leaders and teams don’t have to manually track sales touch points – across multiple sales technologies. Instead, the data is tracked, in one place, enabling sales professionals to take a more tactical and strategic approach to sales that will result in higher win rates and an overall more efficient sales process.
Listen in to the full conversation to hear what Christoffer believes is another key sales obstacle that B2B companies must overcome to truly increase their sales conversions.
Why has sales engagement become less effective today? The sales data doesn’t lie! And, at Korn Ferry, Christoffer has millions of sales data points he can use to draw some powerful sales conclusions from.
I wanted to pick his brain and understand, from the data, what could be the reason that sales conversations aren’t as effective as they once were in moving a buyer to a sale.
What he shares truly puts a new perspective on how sales conversations should be structured.
He identifies three core reasons why buyers aren’t buying.
Sellers don’t understan