Stephen E. Heiman
Sales development expert, executive
Stephen E. Heiman is a sales executive who became a partner in the company that grew into Miller Heiman, Inc. He later led it as president and CEO.
1 summary 17 min of listening
About Stephen E. Heiman
Heiman's career in sales development spans more than three decades. In the 1970s he worked as a national account salesman at IBM, lifting sales by over 35 per cent and placing among the leading 5 per cent on both total sales and percentage of quota. He went on to serve as Director of Marketing at Kepner-Tregoe. At North American Van Lines he was executive vice president for four years, and sales and profits there rose by 36 per cent. In 1978 he became a partner of Robert B Miller, in a business that grew into Miller Heiman, Inc. He stepped down as its president and CEO in 1988 and then chaired the board. The New Strategic Selling is his book in our catalog.