For over four decades, Miller Heiman Group’s Strategic Selling has empowered sales teams to secure more deals in less time. Now enhanced by the additions of Perspective, Strategic Selling with Perspective represents the most effective sales process available today. In an era where buyer expectations are swiftly evolving, it is crucial for your sales teams to deliver insights and value strategically through Perspective. This approach establishes a clear trajectory for your strategy to drive action within complex sales cycles.
BENEFITS OF STRATEGIC SELLING WITH PERSPECTIVE
01
Time-Tested,
Proven Process
Win More Complex
Deals, Faster
02
Consistent &
Repeatable
The Blue Sheet
Strategy
03
Aligning to the
Modern Learner
Turning Strategy
into Action
04
Innovative
Sales Technology
Introducing Scout by
Miller Heiman Group
01
PROVEN METHODOLOGY
Strategic Selling with Perspective sets the benchmark for top-performing sales teams. By leveraging Perspective to adapt to shifting buyer preferences and changing markets, your sellers gain the advantage of engaging with buyers earlier and more frequently throughout the sales cycle. To succeed in today’s intricate sales environment, world-class sales professionals need a perspective that adds value for customers, alters their perceptions of their objectives, and enables collaborative solution development.
02
THE BLUE SHEET
The Strategic Analysis, commonly referred to as the Blue Sheet, equips sellers to refine and structure their sales approach and strategy for increased success. Using the Blue Sheet, sellers can identify influential stakeholders within an organization, understand the priorities of key decision-makers, and gain insights into the competition and customer preferences. This tool is essential for pinpointing both the known and unknown factors in a deal. Without a consistent and repeatable process in your sales organization, understanding the reasons behind wins or losses would rely on guesswork rather than solid evidence.
03
ALIGNING TO THE MODERN LEARNER
During a two-day Strategy Session, sellers converge to learn, collaborate, and immerse themselves in the process of Strategic Selling with Perspective. Guided by seasoned sales experts, your teams will gain a comprehensive understanding of the Strategic Analysis and learn effective techniques for delivering insights and value in the sales process. They will also master strategies for engaging with buyers to expedite wins and quickly identify less promising pursuits. This training enhances sales acumen across the team, fostering a shared language, robust strategies, and improved coaching opportunities.
04
INNOVATIVE SALES TECHNOLOGY
Scout by Miller Heiman Group is an advanced sales analytics platform that integrates the company’s proven sales methodology with cutting-edge technology. This powerful tool is designed to guide seller actions, transform deal outcomes, and replicate successful strategies. Available exclusively for Strategic Selling with Perspective clients, Scout modernizes the classic Blue Sheet by moving it to the cloud. This enhancement boosts the adoption of methodologies and assists sellers in effectively applying their training.
Scout leverages data and predictive analytics to:
Drive Seller Actions
Recommend the seller actions that will most improve the odds of winning a deal.
Change Deal Outcomes
Give sales managers visibility into opportunities so they can effectively coach sellers.
Replicate Winning
Show sales leaders why they win and lose, and measure the ROI of methodology.
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