Now that you know what each member of the buying committee needs, execute on that understanding. Take time to identify all members of the buying group, understand your level of influence with each, the interest they have, and how you can best collaborate to win the deal.įocus on where you can build stronger relationships and determine where you can strengthen your supporters and weaken your detractors. The methodology breaks down into three primary areas.

What are the stages of the Sales Methodology? Increase close rates for opportunities with long sales cycles.”.Forecast revenue with greater accuracy.Improve team collaboration to pursue strategic opportunities.Allocate resources appropriately for large sales.Gain more visibility into the status of important sales opportunities.Navigate the internal bureaucracy of customers and prospects.Secure approval from multiple decision makers.“Strategic Selling® may be the right solution if your company is trying to: We would suggest reaching out to them directly, but their one-pager speaks to the following points:

Is the Miller Heiman Strategic Selling Approach Right for you? If you are selling a product or solution that is complex, challenging to articulate, with multiple stakeholders involved, and generally high-priced, the Miller Heiman Sales Methodology may be worth considering. Note: The Miller Heiman Group is a part of Korn Ferry. The Miller Heiman sales process is a decades-old sales methodology, originally called Strategic Selling, that leverages a three-stage approach to move prospects through the sales funnel.

When should you use the Miller Heiman sales methodology?.

The basics of the Miller Heiman sales process.

We then work with you on a 5 stage engagement process starting with the Discover Phase, to create a solution that will address your needs and be sustainable for the long term.ĭiscover - Gather an understanding of the current landscape, issues and desired results of your sales organisation. Through access to extensive research data over 13 years we understand what differentiates world class performing sales organisation from the rest. To get you started, try our SALES PERFORMANCE METER TEST to see how you perform against world class in each of these areas and if you choose, contact us to see how we can work with you to acheive the results you desire. Knowing where to apply valuable resources in order to get the maximum return is a challenge for any sales organisation and we will work with you to identify the areas you need to focus on in order acheive the results you want.

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