Miller Heiman Trainings

1) Strategic Selling with Perspective Benefits
  • Time-Tested,Proven Process Win More Complex Deals, Faster
  • Consistent& Repeatable The Blue Sheet Strategy
  • Aligning to the Modern Learner Turning Strategy into Action
  • Innovative  Sales Technology Introducing Scout by MillerHeiman Group 
2) Conceptual Selling with Perspective Benefits
  • Prepare for Sales Conversations- Plan ahead and conduct thorough research, adding  discipline to customer meetings that are client focused and results oriented
  • Align Buyer and Seller Objectives
  • Both you and your customers have goals. Align seller objectives with buyer needs to keep everyone on the same page
  • Run the meeting
  • Use our Green Sheet to organize and develop a detailed meeting plan to engage customers and build win-win outcomes
  • Ensure Productive Use of Time Move opportunities forward by asking the right questions and planning ahead to ensure productive use of time
  • Differentiate Your Solution-Conclude meetings with a clear differentiation of your solution that will move the opportunity forward
3) Large Account Management Process Benefits
  • Look to the Future
  • Strategic account management creates a shared vision for the future, resulting in multi-year, mutually-beneficial account growth.
  • Clearly Organize Accounts
  • We help you identify and segment overwhelming accounts into easier-to-manage divisions, aligning your internal strengths with your customer’s needs
  • Protect Accounts -Miller Heiman Group gives you the tools to protect strategic accounts from communication breakdowns and competitive threats
  • Solidify Customer Relationships – Our training on how to manage big accounts helps you develop robust relationships with key players within strategic accounts,increasing reach, retention and growth
4) Professional Selling Skills Benefits
Salespeople will:
  • Build their ability to engage customers fully during sales calls
  • Gain the critical skills to develop solid business relationships while improving sales performance
  • Improve their selling ability and become world-class sales professionals
  • Acquire critical skills efficiently through learner focused activities 
Customers will profit from:
  • Lasting relationships w  Lasting relationships wRelationships with salespeople who understand their business reality
  • Products that address their specific organizational and personal needs
  •  Buying decisions that are based on fact, not  high-pressure sales tactic
  • Acquire critical skills efficiently through learner focused activities 
Organizations will experience:
  • Decreased costs by helping sales people better judge account potential and use selling time more efficiently
  • A common language for your sales team that leads to improved communication and teamwork. Reduced turnover by providing salespeople with direction, support, and professional development 
5) Securing Appointments Benefits
  • Increase Number of Quality Appointments
  • Target key players to secure meaningful appointments that carry a higher probability of success.
  •  Improve Seller Confidence
  • Sellers feel more confident and comfortable when reaching out to potential buyers to secure sales appointments.
  • Fill the Sales Funnel
  • By identifying the right meeting opportunities and prospects, you’ll fill your organization’s sales pipeline with quality opportunities.
  • Talk Directly to Key Contacts
  • Sellers hone their messaging by utilizing research to speak directly to the business needs and pain points of key audiences.
6) Channel Management Benefits
  • Expedite Channel Success
  • We work with you to quickly mobilize channel partners so they can start selling more.
  •  The right channel sales structure within your organization can make the difference between channels that operate seamlessly and those that experience ongoing problems.
  • Identify High-Performing Channel Partners
  •  Assess sales performance per channel to identify which channels are ideal for reaching your customers.
  •   Empower Sellers to Execute -Miller Heiman Group helps your organization coach sellers on channel strategy best practices, providing them with the skills they need to execute flawlessly in the field

Let's talk

Ready for your sales performance assessment?

Ready for your sales performance assessment? We’ll compare your sales organization to over 900 peer organizations. You’ll learn where you’re strong, where there’s room for improvement, and what you need to do to future-proof your sales team to weather any storm. Please add your contact information below so we can send you your Sales Performance Meter results.