miller heiman strategic selling blue sheet pdf

There’s no shortage of sales tactics - stating your full name to command respect, giving the reason why you’re calling, labeling your buyers’ emotions, etc. Translation: A solid sales strategy is a must. Premise 2: “In complex sales, a good tactical plan is only as good as the strategy that led up to it.” Organizations must continuously revisit their processes to remain competitive. The Miller Heiman sales process acknowledges that best practices today may not be best practices tomorrow. However, due to the lockdowns and travel restrictions caused by the pandemic, buyers and sellers were forced to engage on digital channels.īut even as much of the world returns to normal life, 75% of B2B buyers now say they prefer digital self-serve and remote interactions over in-person meetings. The sales world has seen drastic changes in the last few years alone.įace-to-face interactions were fairly common in B2B sales. Premise 1: “Whatever got you where you are today is no longer sufficient to keep you there.” Understanding them is essential to successfully implementing this sales methodology. The Miller Heiman sales process has three premises at its core. What sets the Miller Heiman sales process apart? It helps you identify key decision-makers and understand their attitudes so you can tailor your message accordingly. The Miller-Heiman framework offers sellers a more effective way to close enterprise sales - deals that involve large decision-making groups and long sales cycles. It’s also known as the Miller Heiman Strategic Selling methodology. The Miller Heiman sales process is a B2B sales methodology developed by Robert Miller and Stephen Heiman. We’ll also look at how you can implement it into your sales process.

In this article, we’ll explain the Miller Heiman sales process in detail, including what it is and what sets it apart from other sales methodologies.

There’s a lot on the line, and one misstep could cost you the deal.įortunately, there’s a sales methodology that can help.Įnter the Miller Heiman sales process - a framework that helps your team manage and close complex B2B deals. The thought of closing a large enterprise deal with more than one decision-maker involved can sound intimidating.

Miller heiman strategic selling blue sheet pdf