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Miller Heiman Sales System™
Miller Heiman, Inc.
10509 Professional Circle, Suite 100
Reno, NV 89521
Telephone: 775-827-4411
Fax: 775-827-5517
Toll Free: 800-526-6400
Email:
http://www.millerheiman.com/about/contact_us/index.html
Web:
http://www.millerheiman.com/index.html
For nearly 30 years, Miller Heiman has brought precision to the art of
selling. Our simple, powerful processes and tools help drive performance,
especially when the sales cycle is complex and the marketplace is demanding.
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Sales Leaders trust us. We understand
their sense of urgency. We don't disrupt their strategy; we give them a
foundation to execute and drive results quickly.
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Sales Managers depend on us. We give
them common language and processes to improve revenue predictability,
collaboration and coaching.
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Salespeople value us. We respect
their natural ability and give them added capability and tools to
replicate success and create wealth.
Some Historical Context
From our nearly 30 years experience and continuous research, we
identified that successful selling is based on fundamental and repeatable
process. We defined and documented this process, and refined a systematic
approach to manage and implement the process through teaching salespeople,
sales managers and senior corporate management. This culminated in our first
programs, Strategic Selling® and Conceptual Selling®, which quickly became
the gold standards for managing complex sales.
Our experience working shoulder-to-shoulder with the world's leading
companies and our comprehensive research has kept us relevant over three
decades of change. Bring us your toughest deal or most promising account.
We'll gladly prove it.
Here's a starting point for what you can expect:
- Achieve results fast. We understand the need for sales organizations
to deliver results today while they build their capability for tomorrow.
We strike this delicate balance by keeping theory to a minimum and
focusing on practical, straightforward applications that help deliver
immediate results and enforce long-term discipline to win business more
consistently.
- Improve revenue predictability. Our common language and approach
provide the platform for collaboration, coaching and managing
expectations up the ladder. By injecting precision into the art of
selling, sales efforts can be better focused on activities that drive
results.
- Depth of expertise to support you. We have the breadth of
solutions and depth of expertise to help clients manage even their
toughest organizational challenges. Our sales consultants are absolute
sales experts who have led organizations to great success through sales
process adoption. Our solutions stand alone as well as fit together
seamlessly so that regardless of the need, we are a trusted resource.
Accurate Diagnostics and Powerful Solutions to Drive Sales Performance
The Miller Heiman Sales System™ is our framework to diagnose issues for our
clients and to organize our solution portfolio. Our Sales System drives
sales performance through disciplined processes to effectively create and
manage opportunities and manage relationships. This involves analyzing deals
and accounts, preparing strategies, and identifying specific actions,
accountabilities and timelines needed to execute the strategy.
Philosophically, our system first focuses on the needs and dynamics of the
customer; second, on building deal and account strategies; and third, on
developing the salesperson's face-to-face selling skills.
Since our Sales System establishes documented processes, all members of the
selling team can understand, work with and support an integrated selling
strategy. The members of the sales team could be technical production
people, marketing, finance, product management, engineering, and service
representatives, or top executives. Additionally, since the process is
repeatable and can be applied to all accounts, the process is manageable and
accelerates ramp-up of new hires. We have also developed tools to drive
adoption of these core customer-facing processes throughout an organization
and enable better sales management, coaching and collaboration.
Core Sales Processes
- Conceptual Selling - Practical Call Planning
Strategies for Complex Sales
- Strategic Selling® - Comprehensive Deal Strategy
for Complex Sales
- Strategic Selling® Government - Comprehensive
Strategy for Winning Government Business
- Large Account Management Process (LAMP®) -
Strategic Planning to Protect and Grow Key Accounts
- Channel Partner Management - Aligning Objectives
and Building Commitment for Optimal Channel Partner Relationships
Supplemental Sales Skills
- Executive Impact - Persuasion Strategies to Impact
Executive-Level Decision Makers
- Negotiate Success - Win-Win Sales Negotiations that
Strengthen Customer Relationships
Adoption and Collaboration Tools
- Miller Heiman Sales Performance Research Benchmarks
- How do you compare with your peers?
- Sales Excellence Assessment - Fact-driven Sales
Management and Coaching Solutions
- Predictive Sales Performance - Hiring Solutions to
Build Outstanding Sales Teams
- Manager's Coaching - Driving adoption and
maximizing return on your sales process investment
- Sales Access Manager - Miller Heiman Sales Process
Enablement Through CRM Integration
- Funnel ScoreCard - A Consistent, Accurate
Opportunity Evaluation and Loss Review Process
Short List:
This methodology is supported in the following
CRM solutions:
Rich's Recommended Web Sites
Miller Heiman Research Center
http://www.millerheiman.com/research_center/
Rich's Recommended
Reading List
Buy these books from Amazon.com
Have a question about this topic?
Then please just email me your question! If the answer is short
& sweet, I will pop you back an answer. If the question requires further
research, I will look into it and post the reply on my blog,
AskRichBohn.com, to share with
others. As always, you can email me at
rich@sellmorenow.com !
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