Miller Heiman Programme Overviews - Seller Performance Heiman Programme... · Second, where...

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87%World Class

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STRATEGIC SELLING®

Comprehensive Strategy for Complex SalesSTRATEGIC SELLING®

Comprehensive Strategy for Complex Sales

“I was able to immediately put the methodology to use in developing a sales strategy for a signifi cant opportunity. Using Strategic Selling®, I was able to clearly asses the customer’s needs and tailor a solution that addressed those needs in a win-win formula.”

- Salesperson, Travel & Leisure

“I am doing a blue sheet each week and reviewing it with my team. During the reviews I learn a great deal from my teammates about what they do successfully and how I can improve. It allows us to have a structured discussion around the way to penetrate and win a project.”

- Account Manager, Healthcare

Multiple Decision MakersIn complex selling environments, where multiple people will infl uence the outcome of a sale, identifying and accessing these decision makers is an essential part of a winning strategy. World-Class Sales Organizations are signifi cantly more likely to recognize the importance of these individuals in securing a sale.

In a large deal, we always gain access to key decision makers.

Strategic Selling® helps organizations develop comprehensive strategies to win sales opportunities. Th e program delivers a selling process and action plan to successfully sell solutions that require approval from multiple decision makers in the customer’s organization.

Strategic Selling® provides visibility into sales opportunities, documenting plans with the program’s Blue Sheet. Th is involves fi rst identifying all key players in the customer’s organization, understanding each player’s degree of infl uence and their reasons for buying, and uncovering essential information. Salespeople and organizations will be equipped to evaluate their competitive position, address the business and personal motives of each decision maker in the client organization, and diff erentiate their company by leveraging its unique strengths.

Strategic Selling® signifi cantly improves the odds of winning complex sales opportunities. It gives organizations a common process and language for pursuing sales opportunities and criteria for allocating resources to determine when to walk away from resource-intensive deals with low probabilities of success. Th e key to success is learning how to focus time and energy on those opportunities most likely to become profi table, long-term customers.

Strategic Selling® may be the right solution if your company is trying to:

Secure approval from multiple decision makers.•

Navigate the internal bureaucracy of customers and prospects.•

Gain more visibility into the status of important sales opportunities.•

Allocate resources appropriately for large sales.•

Improve team collaboration to pursue strategic opportunities.•

Forecast revenue with greater accuracy.•

Increase close rates for opportunities with long sales cycles.•


Sales Access ManagerSM – Sales process integration with relationship management systems (CRM).

STRATEGIC SELLING®

PROGRAM FACTS

About Miller HeimanMiller Heiman helps companies and individuals that compete for high-value business-to-business sales develop strategies, processes and skills to consistently win business – especially when the sales process is complex and the marketplace demanding. We are the world’s largest sales performance consulting and training fi rm and the preeminent thought leaders in the space. Quite simply, nobody knows sales performance better than we do. With corporate headquarters in the United States, United Kingdom, and Australia, Miller Heiman off ers programs worldwide in 15 languages.

Related Off eringsConceptual Selling® – Communicate eff ectively to uncover and align with the customer’s buying process.

Large Account Management ProcessSM (LAMP®) – Strategic planning for protecting and growing key accounts.

Strategic Selling® Coaching – Driving sales process adoption through coaching to increase success in critical sales opportunities.

Strategic Selling® Funnel Management – Increasing sales forecast accuracy and improving funnel management.

Who Should AttendAny member of the organization involved in selling, from fi eld salespeople to senior management to sales support, should be involved in the implementation of your sales process. Using a common sales process is an eff ective way to collaborate among those who are in direct and indirect sales roles to improve the speed and accuracy of communication about sales opportunities.

How Your Organization Will Benefi tEnable fi eld sales to:

Identify and position solutions with the true decision makers.•

Analyze each decision maker’s receptivity to change to determine whether • a sale is possible.

Close business consistently from quarter to quarter and avoid • the “roller coaster” pattern of sales.

Allocate limited selling time on quality prospects.•

Enable sales management and senior leadership to:

Employ a common language to discuss the status of sales opportunities • and establish next steps.

Quickly identify opportunities that are worth the investment of limited resources.•

Collect and share best practices from top performers with the rest of the sales team.•

Delivery OptionsRegularly scheduled live public programs (2-days)•

Tailored on site live programs (2-days)•

Blended e-learning and live programs (1-day live)•

Group or self-study virtual programs•

Train-the-Trainer (Client Associate)•


“It has really helped me be more involved in the sales process of my managers. I am able to work with them on their accounts and help them grow their business.”

- Manager, Staffi ng and Recruiting

“First, the quality of our approach to Single Sales Objectives and thus our win rate improved immediately. Second, where prospecting was almost non-existant in some territories, it is now central to our weekly sales planning and discussions.”

- Regional Vice President, Energy and Utilities

Coaching to WinIn World-Class Sales Organizations, salespeople are more likely to provide visibility to deals that are in trouble. Early visibility allows sales managers to provide coaching that can get a sale back on track.

Our salespeople immediately communicate with management when something unexpected happens to jeopardize a deal.

Miller Heiman’s Strategic Selling® Coaching provides organizations with a powerful way to support their overall strategy to reinforce consistent and proper application of the Strategic Selling® process. Th is program off ers a mentor perspective with the objective of guiding team members in the ongoing use of the tools provided in Strategic Selling®.

Strategic Selling® Coaching helps those who have leadership responsibilities that include opportunity collaboration and pursuit, sales operations, and coaching. Participants will work with a Miller Heiman expert to detail the right method for analyzing Blue Sheets. Th ey will also develop strategies to emphasize the value of using a common sales process and language for the sales team and the rest of the organization. Th is advanced course provides best practices and additional tools for coaching and for conducting review sessions to ensure Red Flags and Strengths within the sale are uncovered.

Th is program off ers participants a way to develop individual coaching plans to increase the use and eff ectiveness of the Strategic Selling® tools and processes. Th is coaching session will reveal how thoroughly the team has adopted concepts into their every day sales practices.

Strategic Selling® Coaching may be the right solution if your company is trying to:

Implement on-going reinforcement of the • Strategic Selling® process.

Improve comprehension of the program concepts.•

Increase consistent use of the Blue Sheet tool.•

Enhance the value of Blue Sheets with one salesperson or the entire team.•

Reinforce the selling behaviors and activities that move sales opportunities • through the funnel.

*Strategic Selling® is a prerequisite for this program.

STRATEGIC SELLING® COACHINGAdvancing Adoption of the Strategic Selling® Process

94%World Class

65%Other



Who Should AttendAny member of the organization responsible for ensuring the adoption and utilization of the Strategic Selling® process or who acts as a mentor to other salespeople.

How Your Organization Will Benefi tProvides fi eld sales with:

Consistent coaching and reinforcement of the concepts, terminology and process • within Strategic Selling®.


Develop a deeper level understanding of the process and concepts.•

Ensure proper use and application of • Strategic Selling®.

Coach salespeople on their strategies for pursuing key sales opportunities.•

Delivery OptionsRegularly scheduled live public programs (1-day)•

Tailored on site live programs (1-day)•




Related Off eringsStrategic Selling® Funnel Management – Increasing accuracy and improving funnel management.

Conceptual Selling® – Communicate eff ectively to uncover and align with the customer’s buying process.


STRATEGIC SELLING® COACHING

PROGRAM FACTS


ADVANCED CONCEPTSSM

for Strategic Selling®

Advanced ConceptsSM for Strategic Selling® is designed to take Strategic Selling® alumni to the next level in the opportunity pursuit process. A series of innovative, self-led exercises are delivered via email on a monthly basis. Each module in the series incorporates features such as video, animated slide shows, downloadable information and exercises. Starting with a common sales challenge, subject matter experts from Miller Heiman will expand upon key concepts from Strategic Selling® and provide highly tactical advice on how to effectively execute on those critical elements of the process. By the end of each module, salespeople will have new information and specific actions to immediately apply elements of the Strategic Selling® process to opportunities they are currently pursuing and to overcome common sales challenges.

Sales managers will receive a slightly different series of modules, including all of the components their sales representatives receive, plus an additional component to support them as they coach their team to fine-tune the process application. This additional component will guide managers through common issues salespeople experience and give them tough questions to challenge common assumptions salespeople make in the selling process. Managers will be well equipped to follow up with their salespeople each month and coach them through each of the topics presented either in a one-on-one setting or during a team meeting.

Advanced ConceptsSM may be the right solution if your organization is trying to:

Reinvigorate the • Strategic Selling® process

Complement the live training with a deeper dive into common challenges•

Give managers tools to coach their team on the • Strategic Selling® process


About Miller HeimanMiller Heiman helps companies and individuals that compete for high-value business-to-business sales develop strategies, processes and skills to consistently win business – especially when the sales process is complex and the marketplace demanding. We are the world’s largest sales performance consulting and training firm and the preeminent thought leaders in the space. Quite simply, nobody knows sales performance better than we do. With corporate headquarters in the United States, United Kingdom, and Australia, Miller Heiman offers programs worldwide in 15 languages.

Related OfferingsStrategic Selling® Coaching – Driving sales process adoption through coaching to increase success in critical sales opportunities.

Strategic Selling® Funnel Management – Increasing sales forecast accuracy and improving funnel management.

Who Should Have Access:

All Strategic Selling® alumni, from field sales to sales leadership, should participate in the Advanced ConceptsSM series. This extended roll out will help increase adoption of the process and the common language.

How Your Organization Will Benefit:

Enable field sales to:

Have instant access to best practices, tips, and tools to overcome common sales • challenges

Continue learning how to apply the• Strategic Selling® process


Have monthly one-on-one or team meetings around a particular topic or sales • challenge

Get detailed information on how to coach their salespeople to improve effective • selling behaviors

Ensure the • Strategic Selling® process is successfully implemented by going beyond the standard workshop approach

Other Advanced ConceptsSM Series Coming Soon:Conceptual Selling• ®

Large Account Management Process• SM

ADVANCED CONCEPTSSM

FOR STRATEGIC SELLING®

PRODUCT FACTS

.PUKPUN�HUK�,L]LSVWPUN�+VHJOLZExperts discuss the importance of finding and developing a Coach or multiple Coaches for every deal. Going beyond the three criteria taught in Strategic Selling®, they give great examples of where to find potential Coaches, the types of people that make great Coaches, and how to develop long-term relationships with them to ensure success.

+VUULJ[PUN�^P[O�AV\Y�+\Z[VTLYpZ�;[YH[LN`�This module explains why you need to cover the bases with the Economic Buying Influence, either by meeting in person or working through a trusted ally. Equally important is to have an effective message that resonates with them. The common thread in this module is to understand the strategic initiatives most important to this key Buying Influence.

5V]PUN�,LHSZ�œYV\NO�[OL�.\UULS�Every salesperson has most likely had an opportunity stuck in his or her funnel that just wouldn’t budge. In this module, experts point out two key reasons deals stall – missing or inaccurate information, and misalignment between the buying and selling processes. Viewers will get information and actionable tools to move an opportunity stuck in their funnel forward.

*\PSKPUN�4VUN�<LYT�+\Z[VTLY�:LSH[PVUZOPWZOne of the most difficult concepts for alumni to implement, yet the most important to sales success, is Win-Results. Experts share personal stories and pose key questions to help uncover each Buying Influence’s Business Result and Personal Win. They discuss the importance of delivering on the Personal Win and how it leads to a long-term Win-Win relationship.

.VJ\ZPUN�VU�AV\Y�*LZ[�7WWVY[\UP[PLZ�In this module, experts share best practices on how to decide which opportunities to walk away from and yet maintain the long-term relationship with the client or prospect. The remaining components focus on the importance of a consistent Win-Loss review process, giving tools and process to gather information to improve the salesperson and the organization.

7W[PTPaPUN�AV\Y�8VZP[PVU�How a salesperson builds a competitive strategy can make or break success. Beyond just reviewing the four types of competition, this module gives tools and ideas on building a strong strategy to overcome the competition. The module also gives advice on handling the dreaded “dog and pony show” - how salespeople can effectively prepare for a meeting when they’re asked to talk about their company and product.

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“LAMP® puts all of our key players on the same page and allows us to focus cooperatively on our goals and objectives. It helps us allocate resources to our focus investments and think strategically about stop investments.”

- Director, Insurance

“I shared the Gold Sheet with my customer and it provided us the opportunity to have an open conversation. In that chat I realized that I know more than I thought. And he realized how much I know and understand their business.”

- Manager, Manufacturing

Large Account Management ProcessSM (LAMP®) reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. Th is process provides a road map for strategic customer relationships that have growth potential through the development of a one-to three-year plan to guide team selling and customer collaboration eff orts.

LAMP® begins with an analysis of the company’s current position within actual accounts to identify discrepancies and develop a shared vision between the buying and selling organizations. Th e program then delivers a process to document long-term plans for managing key accounts and allocating resources effi ciently. As a result of adopting this process, account managers will craft strategies for managing cross-functional teams to clarify roles and responsibilities, boost collaboration, and ensure accountability.

Th e program also presents a method for enhancing relationships between the buying and selling organizations. Price sensitivity and competitive threats are signifi cantly reduced by managing a customer’s perception of the business relationship and mutually identifying the appropriate level of collaboration. LAMP® helps sales organizations objectively determine this perception and defi ne goals to keep their position as trusted advisors.

LAMP® ImplementationBased on the success of clients who have adopted the Large Account Management ProcessSM, we have developed a best practice methodology to guide your implementation. LAMP® Implementation provides the basis for focus, preparation, planning and execution that will increase the success and adoption of LAMP® into your account management program. LAMP® Implementation builds additional rigor around LAMP® by providing the key steps before and after the standard workshop delivery. Contact us at (877) 552-1065 for more information on LAMP® Implementation.

LAMP® may be the right solution if your sales organization is trying to:

Avoid being surprised by the loss of key clients.•

Collaborate across the enterprise to unlock the potential of strategic accounts.•

Transition from vendor to trusted advisor status with strategic customers.•

Ensure that relationships continue in strategic accounts regardless of manager • or key sponsor turnover.

Reverse erosion within key accounts.•

Achieve account growth objectives set by the executive team.•

Improve customer profi tability.•

Cross-Functional Account ManagementMany departments are involved in the ongoing management of a strategic account, but not every company has a process for collaboration. World-Class Sales Organizations are more than twice as likely to consistently engage with team members to protect these corporate assets.

Our organization regularly collaborates across departments to manage strategic accounts.

92%World Class

43%Other

LARGE ACCOUNT MANAGEMENT PROCESSSM

Strategic Planning for Protecting and Growing Key Accounts




Related Off eringsStrategic Selling® – Comprehensive strategy for winning complex sales.

Strategic Selling® Government – Strategic Selling® tailored to the unique situation of selling to the U.S. government.


Securing Strategic AppointmentsSM – Research and plan to successfully secure time with key contacts.

Executive ImpactSM – Persuasion strategy for securing executive approval.

Who Should AttendAny member of the organization involved in account management. Th is includes sales and sales management as well as post-sales support such as customer service, logistics, and IT. Any department that will have an ongoing relationship with strategic accounts can help advance the customer relationship by implementing the Large Account Management ProcessSM (LAMP®).


Analyze the current status of relationships to identify discrepancies and develop a • shared vision with customers.

Align members of the selling team with their counterparts in customer organizations • to improve communication and collaboration.

Learn to set clearly defi ned sales and relationship goals with measurable results.•


Document multi-year plans to manage key accounts. Th is allows information to be • easily shared across account teams.

Develop stronger and wider relationships within key accounts. Th is increases account • retention and long term stability and growth.

Allocate limited resources more eff ectively.•

Identify and segment divisions of large customer organizations into manageable segments.•

Delivery OptionsRegularly scheduled live public programs (2-days)•

Tailored on site live programs (2-days)•

Blended e-learning and live programs (1-day live)•



LARGE ACCOUNT MANAGEMENT PROCESSSM

PROGRAM FACTS


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Conceptual Selling®

OverviewEvery interaction with a customer is too important to leave to chance. Conceptual Selling® Customer-Focused Interactions helps salespeople better prepare for their time with customers. The result is purposeful meetings and Win-Win outcomes.

To maintain a highly-competitive sales force, every interaction with customers must be conducted to either move an opportunity forward or improve the relationship. This program enhances how salespeople execute in all of their interactions with customers, whether a scheduled multi-attendee meeting or an impromptu one-to-one.

Anytime a salesperson meets with a customer there are two processes happening simultaneously. While salespeople have typically been trained to focus on the selling process, from the customer’s perspective there is also a buying process that must be recognized and understood.

Solving this misalignment between these two processes is an outcome of Conceptual Selling® Customer-Focused Interactions.

There is no such thing as one-size-fits-all solutions or value propositions for customers. The only way to understand what will help you win is to ask the right questions and listen. This program provides the simple, repeatable structure that should be considered essential for anyone who interacts with customers.

Conceptual Selling® Customer-Focused Interactions supports organizations in their efforts to:

• Execute against a plan to be a more customer-focused organization

• Differentiate your sales team against competition

• Professionalize your sales force

• Engage cross-functional departments in your customer management strategy

• Eliminate non-productive customer meetings

• Ensure opportunities are advancing toward closed business with every interaction

• Strengthen customer relationships

Differentiate YourselfGood selling begins with asking relevant, dialog-producing questions, and listening. Without first understanding the business obstacles a customer is facing, it is impossible to qualify the opportunity or propose an effective solution. World-Class Sales Organizations are more than twice as likely to take this important step with their customers. This is just one of the best practices that have helped top-performing organizations drive 20 percent better growth in year-over-year account acquisition when compared to other organizations.

In a large deal, we always gain access to

key decision makers.

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Other


Program Facts

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Conceptual Selling® Family of Tools and ProgramsConceptual Selling® Coaching – Driving sales process adoption through coaching to increase use of effective communication behaviors

Advanced ConceptsSM for Conceptual Selling® - A practical and advanced application of the concepts from Conceptual Selling® that enables salespeople to hone their expertise

Sales Access ManagerSM Meeting Planning Tool

:LSH[LK�7ČLYPUNZSecuring Strategic AppointmentsSM - Research and plan to successfully secure time with key contacts

Strategic Selling® – Comprehensive strategy for complex sales

Large Account Management ProcessSM (LAMP®) -Strategic planning for protecting and growing key accounts

About Miller HeimanMiller Heiman helps companies and individuals that compete for high-value, business-to-business sales develop strategies, processes and skills to consistently win business – especially when the sales process is complex and the marketplace demanding. We are the world’s largest sales performance consulting and training firm and the preeminent thought leaders in the space. Quite simply, nobody knows sales performance better than we do. With corporate headquarters in the United States, United Kingdom, and Australia, Miller Heiman offers programs worldwide in 20 languages.

Who Should AttendThis program is right for any member of your team who regularly interacts with customers and prospects. This could include salespeople, account managers, business development, sales support, engineers, senior leadership and customer service.

0V^�AV\Y�7YNHUPaH[PVU�?PSS�*LUL�[Enable salespeople to:

• Plan for every customer interaction to ensure productive use of salesperson’s and customer’s time

• Conclude every meeting with clear actions for both sides to ensure the opportunity continues to move forward

• Ask questions that will uncover critical information

• Add discipline to customer meetings to be client focused and results oriented

• Identify and align the selling process with where the customers are in their buying process


• Identify where to best allocate resources, including their time, for customer meetings

• Ensure the sales process is moving forward with every customer interaction

• Professionalize the sales team by enabling consistent best-practice behaviors

Delivery Options• Tailored on-site live programs

• Train-the-Trainer (Client Associate)

• Blended e-learning and live program

• Group or self-study virtual programs

• Regularly scheduled live public programs

Integration with Leading CRM SystemsThe meeting planning tool that all attendees get in Conceptual Selling® Customer-Focused Interactions is available for integrated or stand-alone use through our Sales Access ManagerSM portfolio of sales tools.

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Advanced ConceptsSM for Conceptual Selling

®

Knowing Why Customers Buy

To maximize return on investment, salespeople must focus activities on customers who are serious about buying. This module illustrates how to step back and determine where clients are in the buying process by unearthing trigger events and identifying the various Concepts that exist in order to create solutions customers will choose.

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Each meeting is an opportunity to better understand how to connect solutions to customer Concepts. Salespeople should capitalize on these interactions to ensure they receive the insights needed to create Win-Win solutions. Components include tips for being an active listener, a method to quickly assess calls, and ways to create value in the customer’s eyes through differentiation.

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The ability to facilitate a meeting with a conversational feel and flow help salespeople successfully gain ground and strengthen relationships while further establishing credibility. Salespeople will learn how to overcome common meeting challenges such as new and unexpected Buying Influences in attendance, circumstances that may have changed since the meeting was scheduled, and customers who seem to be at a different stage in the process than you are.

=UKLYZ[HUKPUN�HUK�-SPTPUH[PUN�:LZPZ[HUJL� It is often assumed that price is the reason a client chooses an alternate solution. This module shows how salespeople can identify and resolve Basic Issues that prohibit opportunities from moving forward. Experts share ways to better understand verbal and non-verbal signals from customers and demonstrate how to tactfully coax contacts into discussing the real issues behind a hesitation.

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Action Commitments made at every interaction push each sales opportunity forward. But before salespeople can ask for them, they must understand where prospects are in the buying process to determine the most they can hope for at that point and the least they should accept. This module focuses on how salespeople can better ask for those commitments so that prospects and customers agree to commit to them and deliver on those commitments as promised.

6H]PNH[PUN�œYV\NO�+VTWSL_�;HSLZ� With so many changes in the marketplace, is it any wonder that sales opportunities continue to grow more complex? This module equips salespeople with insights and ideas so they can better navigate the complexities in their sales opportunities, ultimately differentiating themselves as partners focused on delivering results.

Module Topics and Summaries

Miller Heiman’s Advanced ConceptsSM for Conceptual Selling® takes adoption of the Conceptual Selling® process to the next level. It empowers sales professionals to make every customer interaction count.

The following are the modules included in this series:


“I have changed how I communicate to the sales team and have been very conscious of guiding them rather than telling them. I now have a platform for discussion on a fi eld day.”

- Manager, Biotechnology

“Conceptual Selling® Coaching trained me how to view a Single Sales Objective, ask questions and help my salespeople overcome Red Flags.”

- Regional Vice President, Transportation

Driving Improved Results Sharing a common process and language with sales team members allows managers to provide specifi c coaching and reinforcement that helps win business. World-Class Sales Organizations are signifi cantly more likely to agree that their sales management team is contributing value in the sales process.

I provide value when helping my salespeople close sales.

Conceptual Selling® Coaching* presents a comprehensive strategy to drive deeper adoption of Conceptual Selling®. With this program, organizations will create subject matter experts in the correct application of tools and concepts to improve implementation through on-going coaching and reinforcement.

For those supporting sales best practices, this program provides a way to coach toward improved client communications and a further understanding of correct use of concepts and terminology in order to get higher quality information and actionable commitment from customers on each sales call. With a Miller Heiman expert, organizations will implement a process to eff ectively evaluate and interpret Green Sheets and build strategies that maximize coaching opportunities with both individuals and teams.

By helping refi ne the way the Conceptual Selling® concepts and tools are used and reinforced, this program provides organizations a way to give guidance to sales team members to capitalize on the communication behaviors most vital for ensuring productive conversations.

Conceptual Selling® Coaching may be the right solution if your company is trying to:

Implement on-going reinforcement of the • Conceptual Selling® process.

Improve comprehension of the program concepts.•

Increase consistent use of the Green Sheet tool.•

Enhance the value of Green Sheets with one salesperson or the entire team.•

Reinforce the selling behaviors and activities that move sales opportunities • through the funnel.

* Conceptual Selling® is a prerequisite for this program.

CONCEPTUAL SELLING® COACHINGAdvancing Adoption of the Conceptual Selling® Process

93%World Class

62%Other



Related Off eringsStrategic Selling® Funnel Management – Increasing accuracy and improving funnel management.

Strategic Selling® – Comprehensive strategy for winning complex sales.




Who Should AttendAny member of the organization responsible for ensuring the adoption and utilization of the Conceptual Selling® process or who acts as a mentor to other salespeople.

How Your Organization Will Benefi tProvides fi eld sales with:

Consistent coaching and reinforcement of the concepts, terminology and process • within Conceptual Selling®.


Develop a deeper level of understanding of the process and concepts.•

Ensure proper use and application of • Conceptual Selling®.

Coach salespeople on their strategies for pursuing key sales opportunities.•

Delivery OptionsRegularly scheduled live public programs (1-day)•

Tailored on site live programs (1-day)•



CONCEPTUAL SELLING® COACHING

PROGRAM FACTS


52%

87%World Class

Other

Measuring for SuccessLearning to recognize success can help organizations nurture their sales force toward greater excellence. Eighty-nine percent of World-Class Sales Organizations indicated that they were continually measuring their sales force’s improvement to encourage best practices and help bolster performance.

We continually measure the improvement of our salespeople.

“Our company normally promotes our best salespeople to management positions. While they’re excellent at oČ ering deal support, sometimes they struggle with coaching and mentoring team members. œ e Sales Excellence AssessmentSM process for improving coaching conversations between salespeople and managers has made a big impact on making performance improvements really stick.”

- VP Sales, Business Services

Sales Excellence AssessmentSM helps companies implement consistent and measurable sales talent coaching and development processes. Th is web-based assessment tool provides front-line sales managers the information they need to eff ectively improve sales force performance in the areas of opportunity identifi cation, opportunity management, and relationship management.

Th e assessment fi rst clarifi es the organization’s business objectives, and then requires salespeople to rank the skills they believe they are exhibiting and the importance of those skills in their selling environment. Sales managers complete the same assessment in order to collect a 180-degree picture. Th is intelligence enables managers to improve the quality of coaching sessions to generate consistent results.

By helping create constructive dialogue between managers and their salespeople, Sales Excellence AssessmentSM supports thorough feedback on sales activities and behaviors that need to be addressed. Results can be communicated up so C-level executives can better understand and support training and development initiatives.

Sales Excellence AssessmentSM may be the right solution if your company is trying to:

Improve the overall eff ectiveness of sales managers.•

Provide sales managers advanced information to support better coaching.•

Enrich the constructive dialog between sales managers and their teams.•

Enhance adoption of training and change initiatives.•

Prioritize and track ROI on sales training investments.•

Introduce new sales skill-focused metrics to track the eff ectiveness of you sales • transformation project.

SALES EXCELLENCE ASSESSMENTSM

Fact-Driven Sales Management and Coaching Solutions

89%World Class

35%Other



Related Off eringsPredictive Sales PerformanceSM – Tool for making calculated hiring, placement, and promotions decisions.

Strategic Selling® - Comprehensive strategy for winning complex sales.

Conceptual Selling® - Communicate eff ectively to uncover and align with the customer’s buying process.


Who Should ParticipateAll members in your sales organizations from senior leadership to front line sales will be involved in defi ning the unique critical skills for each and every sales role. Sales managers will use the data collected pertaining to their team to aid in coaching and developing the skills that will most infl uence their ability to meet and exceed quotas and maintain profi table relationships.


Have more data-driven coaching conversations with managers.•

Pin point individual strengths and weakness.•

Have a clear road map to better focus sales and relationship activities.•

Have a clear process for demonstrating skill improvement.•


Identify misalignment between management and leadership teams.•

Identify lack of sales activity surrounding critical skills.•

Better focus resources for sales improvement.•

Develop lead indicators of defi ciencies in the sales organization.•

Regularly track progress towards improving sales performance.•

Delivery OptionsTh e Sales Excellence AssessmentSM is a web-based, 180-degree assessment that involves sales managers and each of their sales team members. Typically, organizations run the Sales Excellence AssessmentSM alongside normal performance review processes, about every six to eight months.

SALES EXCELLENCE ASSESSMENTSM

PROGRAM FACTS


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Coordinating for the CustomerWhen selling through channels, these partners have a highly visible role in your relationship with customers. They are often in the best position to recognize a change in needs. World-Class Sales Organizations are more than twice as likely to agree that they have the structure to respond to these changes.

Our organizational structure allows

us to easily adapt to our customers’

changing needs.

“As a result of the program, I have a better understanding of the positioning of our products, the channel and their staff. “

— Account Manager, Education

OverviewChannel Partner ManagementSM facilitates strategy alignment for organizations that go to market through an indirect channel. Organizations will gain a process to define goals, minimize vulnerabilities, and establish commitments. This program offers a method for prioritizing channel partners based on the potential of the partnership and for aligning objectives for enhanced performance.

Satisfying mutual business objectives requires an understanding of each party’s key area of focus and unique strengths. This program helps organizations validate and commit to the programs that accomplish desired objectives and optimize both parties’ investment in the partnership.

Channel Partner ManagementSM may be the right solution if your company is trying to:

• Improve consistent commitment from your business partners.

• Grow revenue from partners not currently meeting expectations.

• Increase return on investment of resources allocated to a partner.

• Gain enhanced visibility into opportunities brought forward by partners.

• Maximize the efficiency and effectiveness of channel relationships..

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Channel Partner ManagementSM

91%World Class

36%Other


Program Facts

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:LSH[LK�7ČLYPUNZStrategic Selling® – Comprehensive strategy for winning complex sales.

Conceptual Selling® – Communicate effectively to uncover and align with the customer’s buying process.


Strategic Selling® Funnel Management – Increasing accuracy and improving funnel management.

Negotiate SuccessSM – Win-win negotiations that strengthen customer relationships.

About Miller HeimanMiller Heiman helps companies and individuals that compete for high-value, business-to-business sales develop strategies, processes and skills to consistently win business – especially when the sales process is complex and the marketplace demanding. We are the world’s largest sales performance consulting and training firm and the preeminent thought leaders in the space. Quite simply, nobody knows sales performance better than we do. With corporate headquarters in the United States, United Kingdom, and Australia, Miller Heiman offers programs worldwide in 20 languages.

Who Should AttendAny member of the organization involved in distribution or channel partner management. This includes sales and sales management as well as post-sales support such as customer service, logistics, and IT. Any department that will have an ongoing relationship with your partners can help advance the customer relationship by implementing the process.

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• Analyze the current status of relationships to identify discrepancies and develop a shared vision with partners.

• Align members of the selling team with their counterparts in partner organizations to improve communication and collaboration.

• Learn to set clearly defined sales and relationship goals with measurable results.


• Document multi-year plans to manage partner relationships, enabling information to be easily shared across account teams.

• Develop stronger and wider relationships within partner organizations, increasing account retention and long term stability and growth.

• Allocate limited resources more effectively.

Delivery Options• Regularly scheduled live public programs (2-days)

• Tailored on site live programs (2-days)

• Virtual classroom

• Train-the-Trainer (Client Associate)

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Identifying Issues of Buying Infl uences When a sale has multiple high-level decision makers, identifying the issues important to them can have a positive impact on the outcome of the sale. Th ree quarters of World-Class Sales Organizations indicated they uncover these important issues as part of their process.

In each deal, the issues of key individuals involved (in prospect fi rms) are always systematically identifi ed.

“I now specifi cally evaluate the decision making style of the executives that I am working with. I constantly use the information style tools to modify my approach to selling situations.”

- Manager, Manufacturing

“I’ve begun reaching out to more CEOs and have had at least one successful meeting with a CEO as a result of the training.”

- Salesperson, Technology

Executive ImpactSM is based on understanding how C-Level executives make decisions so the sales approach can be matched to the way executives prefer to buy. Tailoring the presentation of information to meet an executive’s style of processing information signifi cantly increases a salesperson’s eff ectiveness in securing approval from high-level decision makers.

Th is program presents a framework for understanding how best to infl uence others. From our two-year study of nearly seventeen hundred executives, we found that communication is most eff ective at the executive level when tailored to one of fi ve decision-making styles. Executive ImpactSM provides the process for identifying each of these decision-making styles in order to deliver the right information to improve the probability of success.

Executive ImpactSM may be the right solution if your sales organization is trying to:

Connect with executives as decisions move to higher levels in customer • organizations.

Secure executive approval for a greater volume of high-potential deals.•

Enrich the quality of executive level conversations to advance sales opportunities.•

Develop profi ciency at senior executive presentations.•

Improve the value of internal meetings with senior management.•

EXECUTIVE IMPACTSM

Strategy for Securing Executive Approval

75%World Class

32%Other



Related Off eringsStrategic Selling® - Comprehensive strategy for winning complex sales.

Conceptual Selling® - Communicate eff ectively to uncover and align with the customer’s buying process.



EXECUTIVE IMPACTSM

PROGRAM FACTSWho Should AttendAny member of the organization interacting with executives as part of the selling process from sales support, fi eld sales to front line management. Having an understanding of how individuals make decisions speeds up the buying process and clarifi es the appropriate steps for the selling organization.


Understand how executives prefer to receive information in order to tailor • messaging and materials used accordingly.

Increase confi dence when meeting with high-title decision makers.•

Prepare for the next steps after the executive meeting in order to appropriately • progress the sales opportunity.


Ensure salespeople are comfortable and confi dent when presenting and • selling to the C-suite.

Collect and share best practices on the most eff ective selling tools for each • decision style.

Delivery OptionsAvailable as a 1-day program or a condensed ½ day Skill Builder workshop.

Regularly scheduled live public programs •

Tailored on site live programs•

Virtual classroom•



“œ e example I used in the workshop was a real world example and I was able to reach an agreement with the other party in part due to what I learned in the session.”

- Salesperson, Financial Services

“I used the negotiation skills to re-do the contract of a partner that wanted to take the issue to court - through negotiation skills learned we were able to come to renegotiate the contract for a win-win.”

- Manager, Staffi ng and Recruiting

Mutually Benefi cial NegotiationsConcessions are often a part of securing sales opportunities in complex selling environments. Th e best practice is to ensure your organization is receiving something of comparable value to make the negotiation truly win-win. World-Class Sales Organizations were three times more likely to report a fair exchange of value in pricing negotiations.

When we give price concessions, we always get comparable value in return.

Negotiate SuccessSM is a customer-focused process that improves a sales force’s ability to reach a win-win outcome with customers. Th is program considers negotiations an essential part of every stage of the selling process from beginning to end.

Th e joint-venture approach builds trusting relationships with customers and strengthens the company’s position for future opportunities. Negotiate SuccessSM provides a process to recognize and acknowledge both parties’ perspectives to jointly create agreements that satisfy all critical interests.

Negotiate SuccessSM may be the right solution if your company is trying to:

Avoid diffi cult negotiations that damage client relationships.•

Identify additional sales opportunities within client organizations by gaining more • knowledge of the customer’s goals.

Off er valued solutions without succumbing to discount pressures.•

Determine acceptable prices with customers before the fi nal stages of a sale.•

NEGOTIATE SUCCESS®

Win-Win Sales Negotiations that Strengthen Customer Relationships

70%World Class

23%Other




Strategic Selling® Government – Version of Strategic Selling® tailored to the unique situation of selling to the U.S. government.



Who Should AttendAny member of the organization involved in negotiations with customer organizations from fi eld sales to senior leadership. Using a common framework and policy for how an organization negotiates complex sales or contracts with clients ensures money is not left on the table.


Better identify options and alternatives to satisfy interests of the customer and the • selling organization.

Counter manipulative tactics which may be used in complex negotiations and return • to a win-win customer interaction.

Increase preparation and planning of meetings where items will be negotiated.•


Ensure salespeople are practicing a win-win negotiation approach.•

Eff ectively collaborate with selling teams to ensure the best possible outcome is • achieved.

Delivery OptionsAvailable as a 2-day program or ½ day skill builder focusing on select elements of the full program.

Regularly scheduled live public programs •

Tailored on site live programs•

Virtual classroom•


NEGOTIATE SUCCESS®

PROGRAM FACTS


Making the Right Hiring DecisionsBuilding a quality sales force means hiring team members who are a good fi t for the organization and who have the potential to improve. Nearly half of World-Class Sales Organizations indicated they use assessments to help grow their sales team with the right people.

We use web-based assessments to support hiring decisions.

“It’s more expensive for us to make a bad hiring decision in our sales department than any other department. We’ve found we need a diČ erent process for hiring salespeople. Predictive Sales PerformanceSM has allowed us to take a diČ erent approach that lets us benchmark our very best so we can look to bring more of that on board.”

- Director, Human Resources

Predictive Sales PerformanceSM is a web-based assessment tool that assists companies in making smarter hiring, placement, and promotion decisions. By producing a set of reports that compare a candidate’s unique behavioral profi le with ideal job match patterns, management can accelerate the hiring and new hire ramp-up process, reduce turnover, and improve engagement.

Both candidates and current employees complete a profi le assessment to help the organization fi rst understand what makes their star salespeople and sales managers successful. Th e resulting reports help create a solid foundation for management to uncover ideal qualities in candidates, acquaint themselves with new talent, and understand individuals’ learning patterns to reduce time spent ramping up new hires. From the supplied information, Predictive Sales PerformanceSM generates ideal questions to better determine if interviewees are a fi t for the position and the organization.

Predictive Sales PerformanceSM may be the right solution if your company is trying to:

Identify key characteristics of top producers.•

Decrease sales force turnover.•

Grow the sales force quickly with qualifi ed employees.•

Improve data volume and quality for sales managers to make informed hiring decisions.•

Improve processes surrounding mergers and acquisitions.•

PREDICTIVE SALES PERFORMANCESM

Hiring Solutions to Build Outstanding Teams

46%World Class

21%Other



Related Off eringsSales Excellence AssessmentSM – 180-degree assessment tool and sales skill improvement process for opportunity identifi cation, opportunity management, and relationship management.

Custom patterns are developed based on your unique top performers. Some organizations may choose to use one of our many pre-developed job recruitment patterns for:

Sales Representatives•

Inside Sales•

Sales Managers•

Account Managers•

Business Development•

Vice President of Sales•


Be confi dent they have been placed in a role for which they have a strong • likelihood to succeed.

Leverage tools and processes to understand what future positions they may • want to consider.


Benchmark top-producing sales talent to hire more in the future.•

Understand why some salespeople succeed and others fail.•

Better focus pre-employment questions and post-hire coaching.•

Scientifi cally manage mergers and acquisitions.•

Evaluate non-sales talent for sales positions.•

PREDICTIVE SALES PERFORMANCESM

PROGRAM FACTS


“I have been able to make my customer better understand why a relationship with our organization can enhance their existing business, thereby making the cold calling experience a little bit easier.”

- Account Manager, Food and Beverage

“I am now positioned in front of new senior-level contacts within my account base.”

- Account Manager, Financial Services

“I am putting more planning into pre-calls so that I have an idea of what the prospect does and what challenges they may be experiencing.”

- Salesperson, Transportation

Winning a Decision Maker’s TimeDecision makers who can infl uence the outcome of a sale must see value in every investment of their time. World-Class Sales Organizations are more than twice as likely to believe they have the relevant messages that are required to secure time with executives.

We have a formalized value proposition that is very compelling to our prospects.

Securing Strategic AppointmentsSM provides organizations with a solid foundation to build stronger techniques for targeting contacts to secure high-value meetings. Th rough this program, organizations will enable salespeople to increase their prospecting confi dence by learning to develop and convey compelling reasons for prospects to agree to meetings.

Th is program focuses on initiating contact with prospects or new contacts within a client organization. It is a process used to hypothesize challenges prospects may have and develop meaningful statements that address those challenges. By formulating this type of contact strategy, salespeople will immediately diff erentiate themselves from others who are fi ghting for time with decision makers and infl uencers. It also improves the likelihood of getting meetings scheduled and calls returned.

Securing Strategic AppointmentsSM helps bolster confi dence for sales professionals as they learn to quickly identify and leverage their prospect’s most critical business challenges to secure high-quality appointments. Salespeople will be partnered with a Miller Heiman expert to implement this process into current prospecting activities to generate valuable leads and move sales opportunities through the sales funnel.

Securing Strategic AppointmentsSM may be the right solution if your company is trying to:

Increase contact rates and ratio of quality appointments.•

Message consistently to key contacts to move sales opportunities forward.•

Improve prospecting eff ectiveness and business development eff orts to fi ll • the sales funnel.

Increase professional confi dence and comfort when targeting new prospects.•

Decrease wasted time in preliminary sales conversations.•

SECURING STRATEGIC APPOINTMENTSSM

Contact Strategy for Generating Appointments

86%World Class

39%Other


SECURING STRATEGIC APPOINTMENTSSM

PROGRAM FACTS



Large Account Management Process® (LAMP®) – Strategic planning for protecting and growing key accounts.

Conceptual Selling® Coaching – Driving sales process adoption through coaching to increase use of eff ective communication behaviors.

Executive ImpactSM – Persuasion strategy for securing executive approval.

Who Should AttendTh is program is applicable to any member of your organization responsible for securing time with key decision makers from business development and sales to account management and senior leadership.


Utilize research to identify possible challenges key contacts may be facing • in order to secure time.

Quickly articulate the value your organization has provided to similar individuals • or industries.

Increase preparation and confi dence in prospecting.•

Gain access to previously unreached decision makers in current accounts.•


Increase ratio of appointments secured through prospecting eff orts.•

Share best practices and successful messaging across sales teams.•

Fill the top of the sales funnel with quality prospects.•

Delivery OptionsRegularly scheduled live public programs (1/2 day)•

Tailored on site live or virtual programs (1/2 day)•



“We wrestled with getting our salespeople to use our CRM system. Additionally, it was diffi cult to track who was eČ ectively using the sales process and who was struggling. Sales Access ManagerSM helped us gain a clear picture of that. At the click of a button I know our organization has 120 active Blue Sheet strategies in play and the total value of these deals exceeds $10 million in business for this quarter alone.”

- Sales Operations Manager, Oil and Gas

Backed by Miller Heiman’s Strategic Selling® (Blue Sheet), Conceptual Selling® (Green Sheet) and the Large Account Management ProcessSM (Gold Sheet), Sales Access ManagerSM delivers sales organizations a new perspective on how to plan for sales success.

Sales Access ManagerSM provides organizations a practical way to use technology to leverage sales process for improved collaboration and planning. Available to Miller Heiman clients who have Strategic Selling®, Conceptual Selling®, or Large Account Management ProcessSM methodologies in place, this software is the premium version of the Blue, Green, and Gold Sheet sales tools, respectively.

Th e software gives the sales force improved visibility into the buying organization’s activity. By making it easier to assess information, sales professionals can better diagnose necessary action commitments that will advance each sales opportunity through their funnel. Th is software makes tapping into the power of Miller Heiman’s planning tools easy, accelerating the adoption of concepts and implementation of program processes.

Sales Access ManagerSM can be delivered by integrating the Miller Heiman planning sheet directly into the organization’s Customer Relationship Management (CRM) system. Th is sales tool has been designed to be compatible with any CRM system on the market today.

Sales Access ManagerSM may be the right solution if your company is trying to:

Monitor current plans for closing opportunities to improve forecast accuracy.•

Gain visibility into the status of buying infl uences to determine next steps.•

Hold salespeople accountable for defi ning strategies for each strategic sales opportunity.•

Recognize and leverage strategic actions of top performers to improve the performance of • middle and bottom performers.

Assess whether strategic account plans will continuously enhance relationships with • valued accounts.

Identify early indications of trouble to avoid surprises.•

Make better decisions based on facts and experience from prior sales opportunities.•

Facilitate collaboration on opportunities and major accounts•

SALES ACCESS MANAGERSM

Miller Heiman Sales Process Enablement œ rough Customer Relationship Management Integration

Sales Access ManagerSM for Strategic Selling®

Sales Access ManagerSM for Conceptual Selling®

Sales Access ManagerSM for Large Account Management Process®

Coupling Process with TechnologyCRM systems can be cumbersome if not married to a process for managing data and planning sales strategies. World-Class Sales Organizations, those that were more likely to report growth in key metrics such as customer retention and forecast accuracy, were more than three times more likely to indicated their sales management team is recognizing value from their CRM data.

Our CRM system provides data that our sales management team consistently uses to make decisions.

82%World Class

27%Other





Large Account Management ProcessSM – Strategic planning for protecting and growing key accounts.


Spend less time developing sales strategies and more time acting on them.•

More easily communicate with the leadership team on the status of large sales • opportunities.

Leverage company-specifi c best practices specifi c to the type of deal they are • pursuing.

Better understand what a winning strategy looks like.•

Easily access sales process reinforcement information.•


Have more confi dence in sales forecasting.•

Easily monitor that sales reps adopt the sales process after leaving the program • versus reverting to bad habits.

Leverage a new set of sales analytic data, captured in Miller Heiman planning tools.•

Make more educated, data-driven decisions about how to best focus sales • improvement resources.

Understand what it means to develop a winning sales strategy. •

Ramp up individuals taking over a new sales territory.•

Easily drive sales process usage expectations.•

Pin-point the return on investment with Miller Heiman.•

Delivery OptionsSales Access ManagerSM for CRM connectors and installation services are available for:

Salesforce.com • SalesLogix•

Microsoft Dynamics • Pivotal•

Oracle • SaratogaCRM•

SugarCRM • Goldmine•

For all other CRM systems, the Sales Access ManagerSM Software Developers Kit can be used to implement the planning tools. Miller Heiman’s Sales Access ManagerSM Team Edition system is integrated with Miller Heiman’s sales tools as well as basic CRM functionality for those organizations without an existing platform. Th e Sales Access ManagerSM Support and Maintenance package includes annual live software training for your team, guidance on the development of reports, dashboards, and adjustments as your CRM is enhanced and Sales Access ManagerSM is updated.

SALES ACCESS MANAGERSM

PROGRAM FACTS

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