Filename: Strategic Selling Overview (Miller Heiman). ClosePlan is not affiliated with or endorsed by the Miller Heiman Group. n Workshop: Using the Blue Sheet to design a concrete Action Plan that shows who should do what and when to move your sale toward closure. We can support both Classic and Lightning Salesforce environments, meaning your reps will never have to leave Salesforce to manage their Miller Heiman Blue Sheets.Ĭonceptual Selling® and Miller Heiman Sales Methodology are registered trademarks of the Miller Heiman Group. After one online training session, your sales teams are ready to go. Strategic Selling Strategies Miller Heiman Group Author: Miller Heiman Group Subject: When solutions need approval from multiple decision makers, your salespeople need a proven process and action plan. HOW LONG DOES IT TAKE TO GET MILLER HEIMANUP IN RUNNING IN SALESFORCE?ĬlosePlan can be installed and configured to support and guide your Miller Heiman sales methodology in a day. The Blue Sheet tool that all attendees get in Strategic. The Blue Sheet was designed to assist you in managing your opportunities for single sales objectives. A Blue Sheet is launched from the opportunity record in your CRM.
#MILLER HEIMAN STRATEGIC SELLING BLUE SHEET HOW TO#
Miller Heiman also focuses on establishing long-term relationships and addresses key phases of relationship building. The Blue Sheet is an electronic version of the Strategic Analysis Worksheet you learned how to use in Strategic Selling. Miller Heiman focuses on convincing the buyer team to buy into the concept of your solution, as opposed to products or features. This methodology is optimized for large enterprise transactions with complex buying teams. Miller Heiman Sales Methodology, Conceptual Selling®, was developed by Robert Miller and Stephen Heiman as a way to manage large enterprise B2B sales transaction. Miller Heiman is a proven enterprise B2B sales methodology. WHAT IS THE MILLER HEIMAN SALES METHODOLOGY? Let us show you how we can quickly operationalize Miller Heiman in your Salesforce environment. OPPORTUNITY EXECUTION – Sales Playbooks operationalize and reinforce the Miller Heiman selling process.ĬlosePlan is an approved Salesforce AppExchange application designed for optimizing the Opportunity to Close sales process. RELATIONSHIP ALIGNMENT – Relationship Maps visualize the key Decision Makers, Champions, Economic Buyers, Technical Buyers, Coaches and more.ģ.
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OPPORTUNITY QUALIFICATION – Opportunity qualification scorecards ensure qualification and alignment is occurring within the Miller Heiman methodology.Ģ. ClosePlan can help you roll out Miller Heiman in Salesforce quickly across your sales organization. Operationalize the Miller Heiman Sales Methodology across your Sales teams,