When you want to build long-term, profitable customer relationships, both the sales organization and the buying organization must be satisfied with the sale long after the delivery has taken place. The sales organization must be very customer oriented and produce real business value to the customer.
By using Miller Heiman methodologies the sales organization can identify and leverage the different needs and buying motives of the customer organization members. Opinions and commitment of different people from management to end users will be covered. By understanding customer organization needs widely solutions that fit the customers better can be delivered.
When both organizations understanding of each other deepens and the key people on both sides work for shared goals, the end result is a better, more profitable and longer lasting customer relationships.