Sales Solutions Overview

MIller Heiman's World Class Sales Processes 


  • Strategic Selling® - Blue Sheet: Strategic Selling® is designed for complex selling environments with multiple decision makers and long sales cycles. The program helps convert sales opportunities into closed business providing you with the strategy and tools to manage complex sales.


  • Conceptual Selling® - Green Sheet: Conceptual Selling® delivers step by step tactics for managing all customer interactions, including effective call planning, questioning techniques, gaining commitment and optimising outcomes.


  • Large Account Management ProcessSM (LAMP®) - Gold Sheet: Win more business with your current key accounts. This program demonstrates how to best manage and grow these large accounts.


  • Channel Partner ManagementSM - Platinum Sheet: develop win-win strategies with partners for increased sales results. Managing channel relationships is a vital part of the selling process. Participants learn how to increase channel revenue by learning to build partner loyalty, set mutual expectations, and align and focus resources.


  • Executive ImpactSM - Executive Sheet: This is a brand new product developed by Bob Miller, one of the founders of Miller Heiman. Based on research he conducted and published in the Harvard Business Review, this program examines the way managers make decisions and the gap between this and the way salespeople currently present and sell to managers.


  • Negotiate SuccessSM - Copper Sheet: You will learn proven methods to overcome objections without relying on price as the solution and leverage a non-manipulative, customer-focused process of ensuring both sides win, strengthening your position for future opportunities. A simple and intuitive framework for managing negotiations, which can be used at every key step of the sales process.


  • Train The TrainerSM - train your sales managers to deliver the Miller Heiman processes, and embed the learning’s organisation wide. Through Miller Heiman’s Leaders Training Institute organisations are able to provide delivery and support to their sales force by accrediting in house facilitators in Miller Heiman programs.


  • Manager's CoachingSM - fully leverage the impact of Miller Heiman processes, from forecasting to reinforcement. These programs ensure that processes adopted through Miller Heiman programs are embedded through the sales management team.


  • Funnel ScorecardSM - master your sales funnel by targeting the best opportunities and the right selling activities in every opportunity.


  • Predictive Sales PerformanceSM - hire the right people for the right jobs and help managers better identify, train and retain an exceptional sales organisation.