Strategic Selling® from Miller Heiman® teaches sales professionals a methodology for developing comprehensive sales strategies for complex sale situations. It is especially helpful when the sales process requires input or approval from multiple people at multiple levels of the buy-side organization before the sale can be closed.

The Strategic Selling® methodology starts by presenting and defining the four key buying influences present in every complex sale, and the roles they play. The sales professionals attending the workshop are asked to identify the key buying influences in one of their current sales pursuits, along with the buying influence’s degree of influence, motives, and business needs. A buying influence can exist inside the buying organization. However, it can also exist outside the buying organization, as in the case of an outside consultant involved in the selection process or a person using the product in the buying organization’s subsidiary company. One person can play multiple buying influencer roles. Conversely, multiple people can play the same buying influencer role. They all must be identified.

The Strategic Selling® methodology continues on by teaching the sales professional a process for uncovering essential unknown information, evaluating their competitive strengths and weaknesses and developing coaches. With this information in hand, the sales professional (or team) will be better able to develop a comprehensive action plan to address the motives and business concerns of each of the buying influences, to shore-up their weaknesses, and to uncover potentially important uncertainties.

Strategic Selling® from Miller Heiman® teaches sales professionals a methodology for developing comprehensive sales strategies for complex sale situations in government entities. It is especially helpful when the sales process requires an in-depth Request for Proposal (RFP) and approval from multiple people at multiple levels on the government side before the sale can be closed.

The Strategic Selling® Government methodology teaches sales professionals the critical importance of their early involvement in shaping and influencing requirements, gathering essential information, forming the best pursuit team for the situation, translating selling activities into an effective proposal strategy, and developing winning strategies to move the opportunity forward and towards a successful close.

The Strategic Selling® Government methodology teaches the sales professional proven techniques to ensure they are well prepared for the proposal, thereby decreasing proposal development costs and improving proposal quality. The Strategic Selling® Government methodology focuses the sales professional on the importance of identifying all key decision makers and influencers, along with their degree of influence, motives and business needs, developing internal coaches, evaluating competitive positioning, and building action plans to shore-up weaknesses and uncover uncertainties.

Conceptual Selling® from Miller Heiman® provides sales professionals a comprehensive framework for planning more effective sales calls by requiring the sales professional to align the way they sell to the way their customers buy. It is especially helpful for organizations transitioning from a product-led sale to a solution-led sale.

As part of the initial planning process, the Conceptual Selling® framework requires the sales professional to identify the valid business reason for their meeting from the customer’s or prospect’s point-of-view. They are also asked to identify the commitments-to-action by which the meeting would be considered a success. Commitments-to-action are the action items the prospect commits to that move the sale forward.

The Conceptual Selling® process requires the sales professional to understand the business issues of the individual they are face-to-face with, as well as the specific, measurable results they require to deal with it. Conceptual Selling® pinpoints the key information the sales professional will need to uncover or confirm and how to ask the questions that will get them this information. Having this information will better enable the sales professional to apply their expertise to develop a differentiated solution. This consultative approach builds credibility and trust, and solutions that are difficult for competitors to replicate.

It also gives an organization a common process and language for planning each customer interaction. This rigor and consistency ensures a high level of professionalism, facilitates effective sales management, and dramatically increases the odds of winning the business.

Large Account Management Process^SM (LAMP®) from Miller Heiman® helps sales professionals and organizations develop strategies to protect and grow their strategic accounts. Given the importance of strategic accounts to the achievement of corporate growth objectives, it is frequently a key activity of an organization's overall strategic planning process.

LAMP® is a multi-step methodology that is customer focused and that is repeatable, manageable, consistent and sequential. It is designed to bring the strategic account relationship into full view for the entire selling organization.

Participants in the workshop work on one of their active strategic accounts throughout the workshop. First, they identify the various fields of play, key players, trends and opportunities impacting their customer’s business, the selling organization’s critical vulnerabilities they need to be aware of and the selling organization’s strategic strengths available to help the customer. LAMP® then directs the focus to objectively evaluating the current state of the relationships within the key account and identifying where it needs to be moved to realize the 1-3 year sales objectives.

The assessment that results is used to create consensus amongst the account team. The results are also used to develop and evaluate sales and support action plans that will enable the account team to realize their sales objectives. Actions include aligning members of the selling team with key people within the strategic account and focused investments in order to move the relationship forward.

Channel Partner Management^SM from Miller Heiman® helps organizations improve the quality and profitability of their channel partner relationships. By focusing on mutually beneficial partnerships and win-win strategies, Channel Partner Management^SM helps businesses take their channel relationships to a higher level.

Mutually sharing the same goals and recognizing the value of the channel partner relationship facilitates the alignment of strategies, gains commitment, minimizes vulnerabilities, and helps define clear and actionable partnership goals. The Channel Partner Management^SM process helps organizations implement an action plan for setting expectations, maximizing the return on investment of resources, and moves channel partner relationships toward mutual profitability.