Miller Heiman Strategic Selling Blue Sheets
The Strategic Selling and Conceptual Selling programs combine to offer a process to strategically pursue complex opportunities. Strategic Analysis: The Blue Sheet. Notes from the book by Miller Heiman: The New Strategic Selling. Joe Murphy 770.662.5700. Blue Print Strategy. There six key elements to a sales strategy. The first four are critical. The last two are important to identifying where your business should be coming from. We will cover all six elements in some.
For a business to be truly customer-centric, it must have the framework, process and skills to make every customer interaction a success. Send Postscript File Directly To Printer. At the closest point to the customer, you must manage relationships and the opportunities those relationships provide. You must also create more opportunities based on the customer’s needs. Surrounding your customer relationships and opportunities, your success depends on having the right organisational structure, tools and management to execute your strategy and support the customer experience.
Miller Heiman Group is uniquely positioned to design the capabilities required for you to put the customer at the heart of everything you do. WE TEACH YOU WHAT WORKS SO YOU CAN WIN AND REPEAT 63% of sales organizations believe ability to cross/up-sell needs a major redesign 40% of sales organizations believe their ability to renew business needs major improvement 72% of wins close exactly as forecasted less than 75% of the time There are proven methods of expertise that help optimize interactions with customers, increase sales, and create effective communication across sales teams. Learning the methodology of strong selling strategies and concepts empowers sales to identify and engage key buying audiences and better identify viable prospects. This increases funnel predictability, provides a common sales approach for creating and managing opportunities, and, ultimately, win rations go up. With proven methodology products in our portfolio like Strategic Selling, Conceptual Selling and Large Account Management Process (LAMP), you get the best of proven technologies across the market, mixed with the strongest skills solutions—ensuring your sales performance is fully optimized. CRM INCLUDES THE WORD CUSTOMER FOR A REASON CRM is software, not a magic wand. It can be a powerful tool to help strengthen customer relationships, track analytics, progress and year-end results, but only if it’s truly adopted by the organization, and, more importantly, the sales team.
Too often CRM systems are implemented only to become a second thought to closing deals, managing opportunities and making money. Records get duplicated, information becomes too hard to sift through and eventually your CRM is an unreliable mess. CRM Ready makes it easy to improve visibility, evaluate opportunities, support resource allocation, drive funnel management, and many other things that are imperative to a strong sales foundation. Our technology can integrate with almost any major CRM solution to ensure your CRM software is working for you. EFFECTIVE SALES LEADERS ARE HARD TO FIND 62% of sale managers believe their reps need improvement establishing contact with high-level executives. 59% of sales leaders grade their adherence to a specific process as random or informal 54% of sale teams believe their ability to conduct a thorough needs analysis needs major redesign Leading a sale team isn’t the easiest job in the world; in fact, it’s one of the toughest. But, when done effectively—it’s also one of the most impactful.
Ensuring sales leaders have the tools and resources they need to coach effectively around professional skills, conceptual thinking and prospecting is one of the most valuable tools you can provide to empower the sales team. This is why our focus remains strong on development of sales leadership. Proven market solutions like Professional Sales Coaching, Conceptual Selling Coaching, Strategic Selling Coaching and Buyer Focused Prospecting provide a strong foundation for ensuring sales leaders and managers have what they need to be successful. IT START WITH THE FUNDAMENTALS 34% of sales teams believe their ability to align the solution with customer needs is in need of improvement. 47% of sales organizations do not understand their customer’s buying process. 62% of sales managers believe their reps need improvement establishing contact with high-level executives.
Having the right skills is a critical component of a successful sales team. It starts with essential selling skills that empower sales to ask impactful questions, understand needs, handle objectives and gain buyer commitment. As sales teams advance, skills should advance. Gaining the ability to help move decision makers to make decisions faster, thereby increasing sales, shortening sales cycles and increasing the quantity if valid opportunities. The combination of skills-based products from Miller Heiman, Huthwaite, and Achieve Global provide you a foundation of powerful skill solutions—from basic skills to advanced skills, including well-known products like SPIN Selling Conversations, CRM Ready Suite and Professional Selling Skills. Sales Leadership 62%: Sales managers who believe their reps need improvement in establishing contact with high-level executives 59%: Sales leaders who grade their adherence to a specific process as random or informal 54%: Sales teams who believe their ability to conduct a thorough needs analysis is in need of a major redesign Empowering your sales team requires specific tools and resources to coach effectively around professional skills, conceptual thinking and prospecting.
That’s why we remain focused on developing sales leadership. Proven market solutions like Professional Sales Coaching, Conceptual Selling Coaching, Strategic Selling Coaching and Buyer Focused Prospecting provide a solid foundation for you and your team to achieve success.
Methodology 63%: Sales organisations that believe their ability to cross-sell and upsell needs major improvement 40%: Sales organisations that believe their ability to renew business needs major improvement 72%: Number of wins that close exactly as forecasted Our proven methodology products — including Strategic Selling, Conceptual Selling and Large Account Management Process (LAMP) — provide you with the best technologies and strongest skills solutions in the industry. Once you learn these strong selling strategies, you’re empowered to identify viable prospects and have a positive impact on your key buying audiences. You’ll optimise your customer interactions. You’ll communicate more effectively across your sales team. You’ll increase your funnel predictability. And, ultimately, you’ll increase your win ratio.
Skills 34%: Sales teams that believe they could improve their ability to align their solutions with customer needs. 47%: Sales organisations that don’t understand their customers’ buying processes. 62%: Sales managers who believe their reps need improvement in establishing contact with high-level executives.
Our skills training includes proven products like SPIN Selling Conversations, CRM Ready Suite and Professional Selling Skills. We start by teaching your team essential selling skills. This empowers them to ask impactful questions, understand customer needs, handle objections and gain commitment. Download Nada Dering Itachi there. Then, we’ll show you how to move decision makers to decide faster. That shortens sales cycles, increases sales and increases the quantity of valid opportunities. CRM-Ready Suite 28%: Sales organisations believe their CRM significantly improves the productivity of their sales people 30%: Sales people claim they are highly confident in the data available from their current CRM 36%: Sales leadership is confident in the adoption of their CRM solution CRM Ready teaches you to improve visibility, evaluate opportunities, support resource allocation, drive funnel management and much more that’s required for a strong sales foundation.
And our technology integrates with the vast majority of major CRM solutions to ensure your CRM software is working for you. Learners have changed.
You need a new approach. There are two challenges, though. First, technology companies don’t have content. Second, old-line companies have intellectual property, but they only deliver it by traditional methods. Enter Learner Ready — a powerful cloud-based platform that delivers world-class content powered by Intrepid Learning.
Our powerful technology offers new learners the flexibility they demand and the leverage to learn how they learn best—in real time with real situations and real opportunities. To hear more about what Learner Ready can do for you and your team, just click the button below.
Sales Ready is a part of the Be Ready Solutions from Miller Heiman Group. Our products and solutions are inspired by brands like Miller Heiman, Huthwaite, Impact Learning Systems, AchieveGlobal, Channel Enablers and CSO Insights. We invite you to discover all of our powerful products in sales and service performance, talent assessment, learning management, strategy execution, data and insights. Simply click on the overview button below and help your sales and service teams Be Ready to sell more and service better.