Miller Heiman Training
Miller Heiman Sales Training
Korn Ferry, powered by Miller Heiman Group, named a Leader in the 2021 Gartner Magic Quadrant for Sales Training Service Providers
Miller Heiman® sales training gives B2B sellers a shared method for complex deals: Strategic Selling® with Perspective to win deals with several decision makers, Conceptual Selling® with Perspective to plan every customer meeting, and the Large Account Management Process® (LAMP®) to grow strategic accounts. Transdefy delivers these programmes in Dubai and across the GCC.
- Programmes
- Strategic Selling® with Perspective, Conceptual Selling® with Perspective, LAMP® and Channel Management
- Planning tools
- Blue Sheet, Green Sheet and Gold Sheet
- Methodology
- Korn Ferry, powered by Miller Heiman Group
- Public workshop
- Strategic Selling® with Perspective in Dubai, with Miller Heiman certification and six months of coach access
- Formats
- Public workshops in Dubai and tailored in-house programmes
- Where
- Dubai, the UAE and the GCC
Find your programme
Start from the moment deals are lost
Six moments where complex deals slip, and the programme built for each.
- 04
Buyers see you as one more vendor
Want to see where your sellers stand first? The B2B Sales Assessment measures 21 sales competencies. See the B2B Sales Assessment
Sales Training
Miller Heiman® sales training programmes
Our core sales training programs, including Strategic Selling® with Perspective, Professional Selling Skills® and SPIN® Selling Conversations, revolutionize seller behavior and drive success in leading sales organizations around the world. The effectiveness of Miller Heiman Group’s approach to sales training lies in our understanding of the art and science of sales. With more than 50 years of experience, the ability to develop sellers who meet the changing expectations of today’s buyers is unparalleled.
Strategic Selling With Perspective
Plan each complex deal: every player in the buying decision, the competitive alternatives, red flags and strengths, and the actions that move the sale forward.
Large Account Management Process
Build realistic account management plans with the Gold Sheet: a charter statement, relationship goals, focus and stop investments, and revenue targets.
Sales Success Channel Management
Develop, nurture, and grow your indirect sales network for broader market reach.
Conceptual Selling With Perspective
Plan every customer meeting, ask questions that uncover critical information, and end each meeting with clear actions for both sides.
How the programmes fit
Three levels of planning: account, deal and meeting
LAMP® plans each strategic account with the Gold Sheet. Inside it, Strategic Selling® with Perspective plans each deal with the Blue Sheet, and Conceptual Selling® with Perspective plans each customer meeting with the Green Sheet, building on the deal strategy.
How to choose
Strategic Selling, Conceptual Selling or LAMP?
The three core programmes side by side.
| Programme | Plans | Planning tool | Your team learns to |
|---|---|---|---|
| Strategic Selling® with Perspective | PlansEach complex deal | Planning toolBlue Sheet | Your team learns toUncover every player in a buying decision, identify the competitive alternatives, apply win fast, lose fast criteria and act on red flags and strengths |
| Conceptual Selling® with Perspective | PlansEach customer meeting | Planning toolGreen Sheet | Your team learns toPlan every customer interaction, ask questions that uncover critical information and conclude every meeting with clear actions for both sides |
| Large Account Management Process® (LAMP®) | PlansEach strategic account | Planning toolGold Sheet | Your team learns toBuild realistic account management plans: a charter statement, relationship goals, focus and stop investments and revenue targets |
Why it matters
Why complex deals need a method
Complex B2B deals involve several decision makers, each with their own needs. Miller Heiman® programmes give every seller the same way to plan them: who is involved in the decision, where the deal stands and what to do next.
In Korn Ferry’s 2024 Sales Maturity Survey, organisations that sell with Perspective reported 22% higher win rates. At a global financial market infrastructure provider that paired the Miller Heiman methodology with Korn Ferry Sell, win rates rose 55% and deal sizes grew 31%.
+22%
win rates for organisations that sell with Perspective
55%
boost in win rates at a global financial market infrastructure provider using the Miller Heiman methodology with Korn Ferry Sell
31%
larger deal sizes at the same company
Trusted worldwide
Our Clients
The system
Miller Heiman Group Sales & Service System
The Miller Heiman Group offers a sales and service system that emphasizes customer-centricity and strategic selling. They provide various services, including training, consulting, and talent assessment, to help businesses improve their sales and service performance. Their approach centers on understanding the customer’s needs and building long-term relationships for sustainable growth.
About Miller Heiman Group
50+ Years of Experience
Miller Heiman Group understands disruption. As the company that invented modern selling, we help sellers stay one step ahead, even as business rapidly changes. We are embraced by the world’s most successful sales and service organizations because we deliver results, no matter what comes next.
We are the Gold Standards in Sales methodology & we give sellers the methodology and skills to create, manage, grow accounts to improve win ratios. We pride ourselves on educating sellers to take on market challenges by preparing them to win tomorrows opportunities Get ready for the future of selling.
Trusted by Industry Leaders, Proven to Drive Sales Excellence
What Our Client Says
Thank you very much for the wonderful informative and well organized sessions. Further you also took time to look into our personal SSO, which was also a nice value additional. I would definitely share the experience internally we would definitely use this methodology. I shall definitely keep in touch and look forward to get some clarifications on a couple of more SSOs to get the concepts grounded.
Philip Cherian
Regional Manager MEA & India @ medavis GmbH Germany
Thank you for being so receptive. You were in full control of the subject and definitely deserve an appreciation for shifting the mindset of some of the 'Veteran Sales guys'. Thanks again. You are superb.
Rahul Gopa Kumar
Regional Sales Manager, GD Engineering SPXFLOW Power & Energy
FAQs
Questions buyers ask
What is Miller Heiman sales training?
A set of sales programmes for complex B2B sales, offered by Korn Ferry and powered by Miller Heiman Group. The core programmes are Strategic Selling® with Perspective for deals, Conceptual Selling® with Perspective for customer meetings and the Large Account Management Process® (LAMP®) for strategic accounts.
What is the Blue Sheet?
The opportunity plan at the heart of Strategic Selling® with Perspective, first called the Strategic Opportunity Plan. Korn Ferry says it has guided sellers for more than four decades. A 2018 update added Perspective and an Opportunity Scorecard, and it now runs inside Korn Ferry Sell.
What is the difference between Strategic Selling and Conceptual Selling?
Strategic Selling® with Perspective plans the whole deal: every player in the buying decision, the competition and the actions that move the sale forward. Conceptual Selling® with Perspective builds on that analysis to plan each customer meeting, so every meeting ends with clear actions for both sides.
What is LAMP®?
The Large Account Management Process®. Using Gold Sheet analysis and strategy, it teaches account teams to build realistic account management plans, with a charter statement, relationship goals, focus and stop investments, revenue targets and the actions to carry out the plan.
What does “with Perspective” mean?
Finding appropriate ways to provide perspective to each player in a sale, an objective Korn Ferry lists for both Strategic and Conceptual Selling. In Korn Ferry’s 2024 Sales Maturity Survey, organisations that sell with Perspective reported 22% higher win rates.
Is there a public Miller Heiman workshop in Dubai?
Yes. Transdefy runs public Strategic Selling® with Perspective workshops in Dubai, which include Miller Heiman certification and six months of coach access to discuss your real opportunities. The next dates are to be announced.
Can the programmes be run in-house for our team?
Yes. Transdefy delivers tailored in-house programmes for B2B sales teams in the UAE and across the GCC, built around your buyers and live opportunities. Korn Ferry lists on-site, instructor-led delivery for all three core programmes.
Who is behind Miller Heiman today?
Korn Ferry. Miller Heiman Group is now part of Korn Ferry, whose sales training is powered by Miller Heiman Group’s methodology. Korn Ferry was named a Leader in the Gartner 2021 Magic Quadrant for Sales Training Service Providers.
Related
Where to go next
Further reading
Sources
- Korn Ferry: Strategic Selling® with Perspective
- Korn Ferry: Conceptual Selling® with Perspective
- Korn Ferry: Large Account Management Process® (LAMP®)
- Korn Ferry: Korn Ferry Sell (Blue Sheet, Green Sheet, Gold Sheet)
- Korn Ferry: How the Blue Sheet drives win rates (2024 Sales Maturity Survey figures), 2 September 2025
- Korn Ferry: How KF Sell helped a global financial market leader to thrive, 22 July 2025
- Korn Ferry: sales training and certification, powered by Miller Heiman Group
- Korn Ferry: positioned as a Leader in the Gartner 2021 Magic Quadrant for Sales Training Service Providers, 22 March 2021
Let’s talk
Have Questions ?
Contact us today to get your sales team built and on-track.