Companies with a dynamic sales methodology in place have a 37.1% better quota achievement rate than those with an informal approach. |
So why do 43.6% of organisations today not even have a formal sales process? Download the white paper below outlining the reasons you should have a sales methodology
|
How well is your organisation implementing a formal sales process? Take the Sales Performance Meter now to see how your organisation compares to CSO insights Sales Relationship process metrics. Click photo below to take the survey.
| ||
Be Ready with Miller Heiman's proven sales methodologies and
skills development training programs
|
Methodology
Strategic Selling® helps organisations 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 organisation. Conceptual Selling® helps your sellers prepare for important customer interactions and ensure you provide value in each conversation and can move the sale forward aligned to the buying process. Large Account Management Process® reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. This process will uncover industry trends allowing you to provide valuable insights to your customer, generating more opportunities. Funnel ScoreCard® provides sales organizations a method to quickly and systematically identify the best opportunities to pursue. This program offers the framework to make fact-based decisions to optimize resource allocation and time management. Funnel Management provides organizations a method for analyzing opportunities within the sales funnel and for identifying ideal salesperson behaviors that enhance sales performance. This program provides a way to examine individual sales funnels to recognize key actions to be taken by both the sales professional and the customer to move opportunities through the funnel. |
|
Skills & Coaching
SPIN® Selling Conversations is an intense, immersive and engaging one-day program that incorporates real-world sales conversations. The program trains sales professionals to lead compelling conversations with decision makers that inspire confidence and lead to quicker decision making. Professional Selling Skills® is the complete skills program for sales people focusing on understanding needs, listening, handling objections, closing the sale and managing the conversation from start to finish. Buyer Focused Prospecting™ fills a critical need for consultative, business-to-business sales organizations to successfully schedule meetings with prospects. No matter how good a sales team’s face-to-face selling skills are, they also need the skills to be able to effectively secure time with prospects. Professional Sales Coaching™ provides your sales managers and coaches with the framework, communication skills and planning tools they need to build and maintain a superior sales team. Strategic Selling & Conceptual Selling Coaching are workshops designed to drive the adoption and expert usage of the methodologies. These tools empower the leaders to provide additional value to their team and help them move sales forward. |
