Strategic Selling® Government 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.