Products

Creating opportunities

  • Conceptual Selling® Customer-Focused Interactions – provides a simple, repeatable structure to plan and execute customer interactions. Using our framework helps salespeople view the sale from the customer’s perspective and create win-win solutions
  • Executive Impact® – strategic framework for impacting executive management
  • Securing Strategic Appointments® – develop an effective contact strategy for generating quality, high value appointments
  • Advanced Concepts® for Conceptual Selling® – a multi-media coaching and training programme delivered directly via email to each rep and manager. It builds and expands on the concepts, strategies and processes taught in our workshops

 

Winning and managing opportunities

  • Strategic Selling® –a comprehensive strategy for winning complex sales opportunities. An action plan to build solutions to deals that require approval from multiple decision makers
  • Negotiate Success® – planning and executing win-win sales negotiations while strengthening customer relationships
  • Advanced Concepts® for Strategic Selling® – a multi-media coaching and training programme delivered directly via email to each rep and manager. It builds and expands on the concepts, strategies and processes taught in our workshops

 

Optimising the value of relationships

  • Large Account Management Process – strategic planning for protecting and growing key accounts
  • Channel Partner Management® – creating a shared strategy and action plan & optimizing results with channel partners
  • Channel Success Essentials® – improves channel sales productivity and drives channel revenue growth

 

People and Organisation

  • Sales Excellence Assessment – facts about the strengths and development areas of sales people to support sales management and coaching
  • Predictive Sales Performance – profile of personal fit into sales work in your environment. When you want to ensure successful hiring and build outstanding sales teams.

 

Operations and Enablement

  • Sales Access Manager – Integration of Miller Heiman sales tools with CRM systems
  • Web reinforcement – supports adoption of Miller Heiman's sales processes via eLearning modules

 

Management Execution

  • Funnel ScoreCard® – provides an opportunity evaluation and loss review process
  • Sales Benchmarking – allows you to benchmark your sales organization against others
  • Strategic Selling® Coaching – how to ensure the adoption of the Strategic Selling® process and coach your sales people
  • Conceptual Selling® Coaching – drives the sales process adoption through coaching to increase use of effective communication behaviors
  • Strategic Selling® Funnel Management – implements customized funnel management tools

 

Strategic Analysis and Decision Making

  • Research and analysis that supports strategic decision
  • Benchmarking services that position your organization against world-class organizations