Methodology

We work closely with our customers to design a programme to meet the requirements on scope, timeline, locations, languages and preferred delivery methods.

The workshops introduce the techniques and methodologies and immediately get participants to work on their own current sales situations and opportunities to put the learning into practice. The workshops therefore also take the form of sales clinics where the participants walk away with action plans for their most important deals and meetings.

Practical

Methods are designed to be used by real-world sales people and sales management, in real-world sales situations. They are proven and are constantly tested in sales situations with the most demanding customers worldwide.

Practicality shows in the workshops where participants use their own sales opportunities and accounts for analysis and planning. No theoretical case-studies, role-plays or other hypothetical situations. Real accounts, real sales people, concrete plans for forwarding the sale.

Processlike

Miller Heiman Group methods are by nature processes or process-like. Because of this the methodologies work in different industries and cultures, executed by people with various backgrounds. They can be put on top of existing processes and are easy to tailor for different situations.

Based on research

All Miller Heiman Group methodologies are based on research. CSO Insights, our research organization, continuously researches, measures and analyzes the best practices in sales and finds out which approaches bring more business in today’s business environment. 

Results

Over 40 years of experience, research and constant development ensures that the methodologies produce results. Over 2 million alumni at leading companies all over the world can attest to the impact Miller Heiman Group has had on their careers.