Strategic Selling - Miller Heiman

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.

Career Path

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.
• Differentiate their company by leveraging its unique strengths.
• Forecast revenue with greater accuracy.
• Increase close rates for opportunities with long sales cycles.