strategic selling® strategic selling - Seller Performance

STRATEGIC SELLING Comprehensive Strategy for Complex Sales

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Strategic Selling® helps organizations develop comprehensive strategies to win sales opportunities. The 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. This involves first identifying all key players in the customer’s organization, understanding each player’s degree of influence 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 differentiate their company by leveraging its unique strengths. Strategic Selling® significantly 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. The key to success is learning how to focus time and energy on those opportunities most likely to become profitable, long-term customers. ®

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

Multiple Decision Makers In complex selling environments, where multiple people will influence the outcome of a sale, identifying and accessing these decision makers is an essential part of a winning strategy. World-Class Sales Organizations are significantly 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.

87%

World C lass

52% Other

• 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.

“I was able to immediately put the methodology to use in developing a sales strategy for a significant 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

USA 1.877.552.1065 | UK +44 1908 211212 | AUS +61 (02) 9909 8699 | www.millerheiman.com

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STRATEGIC SELLING

PROGRAM FACTS Who Should Attend Any member of the organization involved in selling, from field salespeople to senior management to sales support, should be involved in the implementation of your sales process. Using a common sales process is an effective 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 Benefit Enable field 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 Options

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

• Regularly 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 (LAMP®) – Strategic planning for protecting and growing key accounts.

• Group or self-study virtual programs • Train-the-Trainer (Client Associate)

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


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.

STRATEGIC SELLING COACHING ®

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Advancing Adoption of the Strategic Selling Process 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. This program offers 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. They 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. This 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. This program offers participants a way to develop individual coaching plans to increase the use and effectiveness of the Strategic Selling® tools and processes. This coaching session will reveal how thoroughly the team has adopted concepts into their every day sales practices.

Coaching to Win In 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.

94%

World C lass

65% Other

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.

“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, Staffing 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


STRATEGIC SELLING COACHING ®

PROGRAM FACTS Who Should Attend Any 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 Benefit Provides field sales with: • Consistent coaching and reinforcement of the concepts, terminology and process within Strategic Selling®. Enable sales management and senior leadership to: • 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 Options • Regularly scheduled live public programs (1-day) • Tailored on site live programs (1-day) • Group or self-study virtual programs • Train-the-Trainer (Client Associate)


Related Offerings Strategic Selling® Funnel Management – Increasing accuracy and improving funnel management. Conceptual Selling® – Communicate effectively to uncover and align with the customer’s buying process.




ADVANCED CONCEPTS for Strategic Selling

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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


ADVANCED CONCEPTS FOR STRATEGIC SELLING® SM

PRODUCT FACTS 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.

About Miller Heiman 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 Enable sales management and senior leadership to: • 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 ProcessSM

Miller 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 Offerings 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.


Experts 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.

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.

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.

One 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.

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.

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.


LARGE ACCOUNT MANAGEMENT PROCESS

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Strategic Planning for Protecting and Growing Key Accounts Large Account Management ProcessSM (LAMP®) reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. This 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 efforts. 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. The program then delivers a process to document long-term plans for managing key accounts and allocating resources efficiently. 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. The program also presents a method for enhancing relationships between the buying and selling organizations. Price sensitivity and competitive threats are significantly 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 define goals to keep their position as trusted advisors.

Cross-Functional Account Management Many 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%

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43%

LAMP® Implementation

Other

Based 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 profitability.

“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 PROCESS

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PROGRAM FACTS Who Should Attend Any member of the organization involved in account 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 strategic accounts can help advance the customer relationship by implementing the Large Account Management ProcessSM (LAMP®).

How Your Organization Will Benefit Enable field sales to: • 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 defined sales and relationship goals with measurable results. Enable sales management and senior leadership to: • Document multi-year plans to manage key accounts. This allows information to be easily shared across account teams. • Develop stronger and wider relationships within key accounts. This increases account retention and long term stability and growth. • Allocate limited resources more effectively. • Identify and segment divisions of large customer organizations into manageable segments.


Related Offerings Strategic Selling® – Comprehensive strategy for winning complex sales.

Delivery Options • Regularly 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)



Strategic Selling® Government – Strategic Selling® tailored to the unique situation of selling to the U.S. government. Conceptual Selling® – Communicate effectively to uncover and align with the customer’s buying process. Securing Strategic AppointmentsSM – Research and plan to successfully secure time with key contacts. Executive ImpactSM – Persuasion strategy for securing executive approval.

Conceptual Selling

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Differentiate Yourself

Overview ®

Every 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.

Good 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. WorldClass 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.

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

87%

World Class

• 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

52% Other

• Strengthen customer relationships

— Executive General Manager, Banking


Program Facts Who Should Attend This 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.

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

Conceptual Selling® Family of Tools and Programs Conceptual 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

• Identify and align the selling process with where the customers are in their buying process Enable sales management and senior leadership to: • 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

Securing 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

• 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 Systems The 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.


About Miller Heiman Miller 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.

Advanced Concepts®

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for Conceptual Selling 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: 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.

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.

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.

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.

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.

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.


CONCEPTUAL SELLING COACHING ®

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Advancing Adoption of the Conceptual Selling Process 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 ongoing 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 effectively evaluate and interpret Green Sheets and build strategies that maximize coaching opportunities with both individuals and teams. By helping refine 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.

Driving Improved Results Sharing a common process and language with sales team members allows managers to provide specific coaching and reinforcement that helps win business. World-Class Sales Organizations are significantly 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.

93%

World C lass

62% Other

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.

“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 field 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


CONCEPTUAL SELLING COACHING ®

PROGRAM FACTS Who Should Attend Any 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 Benefit Provides field sales with: • Consistent coaching and reinforcement of the concepts, terminology and process within Conceptual Selling®. Enable sales management and senior leadership to: • 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 Options • Regularly scheduled live public programs (1-day) • Tailored on site live programs (1-day) • Group or self-study virtual programs • Train-the-Trainer (Client Associate)


Related Offerings Strategic Selling® Funnel Management – Increasing accuracy and improving funnel management. Strategic Selling® – Comprehensive strategy for winning complex sales. Securing Strategic AppointmentsSM – Research and plan to successfully secure time with key contacts. Sales Access ManagerSM – Sales process integration with relationship management systems (CRM).



SALES EXCELLENCE ASSESSMENT

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Fact-Driven Sales Management and Coaching Solutions Sales Excellence AssessmentSM helps companies implement consistent and measurable sales talent coaching and development processes. This web-based assessment tool provides front-line sales managers the information they need to effectively improve sales force performance in the areas of opportunity identification, opportunity management, and relationship management. The assessment first clarifies 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. This 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 effectiveness of sales managers.

Measuring for Success Learning 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.

89% 87%

World C las World C s lass

52% r 3Oth5e% Oth er

• 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 effectiveness of you sales transformation project. “Our company normally promotes our best salespeople to management positions. While they’re excellent at o ering deal support, sometimes they struggle with coaching and mentoring team members. 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


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SALES EXCELLENCE ASSESSMENT

PROGRAM FACTS Who Should Participate All members in your sales organizations from senior leadership to front line sales will be involved in defining 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 influence their ability to meet and exceed quotas and maintain profitable relationships.

How Your Organization Will Benefit Enable field sales to: • 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. Enable sales management and senior leadership to: • 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 deficiencies in the sales organization. • Regularly track progress towards improving sales performance.


Delivery Options

Related Offerings

The 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.

Predictive Sales PerformanceSM – Tool for making calculated hiring, placement, and promotions decisions. Strategic Selling® - Comprehensive strategy for winning complex sales. Conceptual Selling® - Communicate effectively to uncover and align with the customer’s buying process. Large Account Management ProcessSM (LAMP®) – Strategic planning for protecting and growing key accounts.


Channel Partner Management

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Overview SM

Channel Partner Management 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.

Coordinating for the Customer When 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.

• 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..

91%

World Class

36% O ther

“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


Program Facts SM

Who Should Attend Any 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.

• 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. Enable sales management and senior leadership to: • 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)



Strategic Selling® – Comprehensive strategy for winning complex sales. Conceptual Selling® – Communicate effectively to uncover and align with the customer’s buying process. Securing Strategic AppointmentsSM – Research and plan to successfully secure time with key contacts. Strategic Selling® Funnel Management – Increasing accuracy and improving funnel management. Negotiate SuccessSM – Win-win negotiations that strengthen customer relationships.

About Miller Heiman Miller 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.

EXECUTIVE IMPACT Strategy for Securing Executive Approval

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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 significantly increases a salesperson’s effectiveness in securing approval from high-level decision makers. This program presents a framework for understanding how best to influence others. From our two-year study of nearly seventeen hundred executives, we found that communication is most effective at the executive level when tailored to one of five 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.

Identifying Issues of Buying Influences 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. Three 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 firms) are always systematically identified.

75%

World C lass

• Secure executive approval for a greater volume of high-potential deals. • Enrich the quality of executive level conversations to advance sales opportunities.

32%

• Develop proficiency at senior executive presentations.

Other

• Improve the value of internal meetings with senior management.

“I now specifically 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


SM

EXECUTIVE IMPACT

PROGRAM FACTS Who Should Attend Any member of the organization interacting with executives as part of the selling process from sales support, field sales to front line management. Having an understanding of how individuals make decisions speeds up the buying process and clarifies the appropriate steps for the selling organization.

How Your Organization Will Benefit Enable field sales to: • Understand how executives prefer to receive information in order to tailor messaging and materials used accordingly. • Increase confidence when meeting with high-title decision makers. • Prepare for the next steps after the executive meeting in order to appropriately progress the sales opportunity. Enable sales management and senior leadership to: • Ensure salespeople are comfortable and confident when presenting and selling to the C-suite. • Collect and share best practices on the most effective selling tools for each decision style.

Delivery Options


Available as a 1-day program or a condensed ½ day Skill Builder workshop. • Regularly scheduled live public programs

Related Offerings

• Tailored on site live programs

Strategic Selling® - Comprehensive strategy for winning complex sales.

• Virtual classroom • Train-the-Trainer (Client Associate)

Conceptual Selling® - Communicate effectively to uncover and align with the customer’s buying process. Securing Strategic AppointmentsSM – Research and plan to successfully secure time with key contacts. Large Account Management ProcessSM (LAMP®) – Strategic planning for protecting and growing key accounts.


NEGOTIATE SUCCESS

®

Win-Win Sales Negotiations that Strengthen Customer Relationships Negotiate SuccessSM is a customer-focused process that improves a sales force’s ability to reach a win-win outcome with customers. This program considers negotiations an essential part of every stage of the selling process from beginning to end. The 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. SM

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

Mutually Beneficial Negotiations Concessions are often a part of securing sales opportunities in complex selling environments. The 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.

• Avoid difficult negotiations that damage client relationships. • Identify additional sales opportunities within client organizations by gaining more knowledge of the customer’s goals. • Offer valued solutions without succumbing to discount pressures.

70%

World C lass

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

23% O ther

“ 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, Staffing and Recruiting


®

NEGOTIATE SUCCESS

PROGRAM FACTS Who Should Attend Any member of the organization involved in negotiations with customer organizations from field 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.

How Your Organization Will Benefit Enable field sales to: • 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. Enable sales management and senior leadership to: • Ensure salespeople are practicing a win-win negotiation approach. • Effectively collaborate with selling teams to ensure the best possible outcome is achieved.

Delivery Options Available 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


Related Offerings Strategic Selling® – Comprehensive strategy for winning complex sales.

• Train-the-Trainer (Client Associate) Strategic Selling® Government – Version of Strategic Selling® tailored to the unique situation of selling to the U.S. government. Conceptual Selling® – Communicate effectively to uncover and align with the customer’s buying process. Securing Strategic AppointmentsSM – Research and plan to successfully secure time with key contacts.


PREDICTIVE SALES PERFORMANCE

SM

Hiring Solutions to Build Outstanding Teams

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 profile 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 profile assessment to help the organization first understand what makes their star salespeople and sales managers successful. The 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 fit 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.

Making the Right Hiring Decisions Building a quality sales force means hiring team members who are a good fit 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.

46%

World C lass

• Decrease sales force turnover.

21% O

• Grow the sales force quickly with qualified employees.

ther

• Improve data volume and quality for sales managers to make informed hiring decisions. • Improve processes surrounding mergers and acquisitions.

“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 di erent process for hiring salespeople. Predictive Sales PerformanceSM has allowed us to take a di erent approach that lets us benchmark our very best so we can look to bring more of that on board.” - Director, Human Resources


SM

PREDICTIVE SALES PERFORMANCE

PROGRAM FACTS 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

About Miller Heiman

• Account Managers

Miller 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.

• Business Development • Vice President of Sales

How Your Organization Will Benefit Enable field sales to: • Be confident 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. Enable sales management and senior leadership to: • 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. • Scientifically manage mergers and acquisitions. • Evaluate non-sales talent for sales positions.

Related Offerings Sales Excellence AssessmentSM – 180-degree assessment tool and sales skill improvement process for opportunity identification, opportunity management, and relationship management.


SECURING STRATEGIC APPOINTMENTS

SM

Contact Strategy for Generating Appointments Securing Strategic AppointmentsSM provides organizations with a solid foundation to build stronger techniques for targeting contacts to secure high-value meetings. Through this program, organizations will enable salespeople to increase their prospecting confidence by learning to develop and convey compelling reasons for prospects to agree to meetings. This 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 differentiate themselves from others who are fighting for time with decision makers and influencers. It also improves the likelihood of getting meetings scheduled and calls returned. SM

Securing Strategic Appointments helps bolster confidence 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:

Winning a Decision Maker’s Time Decision makers who can influence 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.

86%

World C lass

39% Other

• Increase contact rates and ratio of quality appointments. • Message consistently to key contacts to move sales opportunities forward. • Improve prospecting effectiveness and business development efforts to fill the sales funnel. • Increase professional confidence and comfort when targeting new prospects. • Decrease wasted time in preliminary sales conversations.

“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


SECURING STRATEGIC APPOINTMENTS

SM

PROGRAM FACTS Who Should Attend This 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.

How Your Organization Will Benefit Enable field sales to: • 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 confidence in prospecting. • Gain access to previously unreached decision makers in current accounts. Enable sales management and senior leadership to: • Increase ratio of appointments secured through prospecting efforts. • Share best practices and successful messaging across sales teams. • Fill the top of the sales funnel with quality prospects.

Delivery Options


• Regularly scheduled live public programs (1/2 day) • Tailored on site live or virtual programs (1/2 day) • Train-the-Trainer (Client Associate)

Related Offerings Strategic Selling® – Comprehensive strategy for winning complex sales. 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 effective communication behaviors. Executive ImpactSM – Persuasion strategy for securing executive approval.


SALES ACCESS MANAGER

SM

Miller Heiman Sales Process Enablement rough Customer Relationship Management Integration

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. The 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. This 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. This sales tool has been designed to be compatible with any CRM system on the market today.

Coupling Process with Technology CRM systems can be cumbersome if not married to a process for managing data and planning sales strategies. WorldClass 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 C lass

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 influences to determine next steps. • Hold salespeople accountable for defining strategies for each strategic sales opportunity.

27% O ther

• 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

“We wrestled with getting our salespeople to use our CRM system. Additionally, it was difficult to track who was e 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

Sales Access ManagerSM for Strategic Selling®

Sales Access ManagerSM for Conceptual Selling®

Sales Access ManagerSM for Large Account Management Process®


SM

SALES ACCESS MANAGER

PROGRAM FACTS How Your Organization Will Benefit Enable field sales to: • 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-specific best practices specific to the type of deal they are pursuing. • Better understand what a winning strategy looks like. • Easily access sales process reinforcement information. Enable sales management and senior leadership to: • Have more confidence 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 Options

Related Offerings

Sales Access ManagerSM for CRM connectors and installation services are available for:

Strategic Selling® – Comprehensive strategy for winning complex sales.

• 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. The 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.


Conceptual Selling® – Communicate effectively to uncover and align with the customer’s buying process. Large Account Management ProcessSM – Strategic planning for protecting and growing key accounts.

strategic selling® strategic selling - Seller Performance

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