We are in the era of the
complex sale, where every major piece of business entails multiple decisions. Those decisions are virtually never made by the same person, yet each of those people must give their input or approval before the buying decision can be made. To make things even more challenging, the people who said "yes" on one deal may not have the same authority two weeks from now on a second deal.
Product knowledge and traditional networking are no longer enough in a complex sales situation. The sales professional must be able to demonstrate their products or services impact on the client's business from a C-level operational perspective. They must also be able to provide a business case that quantifies the financial value of the client's expenditure.
To make today's selling environment even more complex, the sales professional will often times find themselves leading a geographically spread sales team comprised of people from various business functions. Leading a diverse team with potentially differing interests and agendas requires its own unique set of skills.
Successful sales organizations are continuously increasing and enhancing the skills of their people to address these issues.
Miller Heiman® Sales Training
For 30 years, Miller Heiman®has brought precision to the art of selling. The
Strategic Selling® and
Conceptual Selling® programs have become the gold standard for managing complex sales and have helped sales organizations across the globe by providing them a refined, systematic approach into the art of strategically managing complex sales.
Business Acumen
By raising the sales professional's understanding of the way their clients' businesses operate, and by advancing their knowledge of financial matters, they will be better equipped to have meaningful discussions with executives and help address their critical business issues.
Team Selling
Successfully selling with a geographically dispersed team made up of people from various business functions is a requirement in today's complex selling environment. Team selling is something that does not come naturally to most people. However, it is a skill that can be mastered.
Consulting
Leverage our sales experience to increase the effectiveness of your sales organization. Services include: Sales Process Reengineering, Talent Management, and Win-Loss Analysis.
