Strategic Selling® may be the right solution if your company is trying to:

• Secure approval from multiple decision makers.• Navigate the internal bureaucracy of customers

and prospects.• Gain more visibility into the status of important

sales opportunities.• Allocate resources appropriately for large sales.• Improve team collaboration to pursue strategic

opportunities.• Forecast revenue with greater accuracy.• Increase close rates for opportunities with long

sales cycles.

Any member of the organisation involved in selling,

from field sales professionals to senior management

to sales support, should be involved in the

implementation of your sales process.

Using a common sales process is an effective way

to collaborate among those who are in direct and

indirect sales roles to improve the speed and

accuracy of communication about sales opportunities.

WHO SHOULD ATTEND

“I was able to immediately put the methodology to use in developing a sales strategy for a significant opportunity. Using Strategic Selling®, I was able to

clearly assess the customer’s needs and tailor a solution that addressed those needs in a win-win formula.”

SALES PROFESSIONAL, TRAVEL & LEISURE

SUMMARY

Strategic Selling® helps organisations develop

comprehensive strategies to win sales opportunities.

TAKE THE NEXT STEP

YOUR NEXT STEP.

Strategic Selling®

STRATEGIC SELLING PORTFOLIO

Strategic Selling® provides visibility into sales

opportunities, documenting plans with the

programme’s Blue Sheet.

This involves first identifying all key players in the

customer’s organisation, understanding each player’s

degree of influence and their reasons for buying, and

uncovering essential information.

The programme delivers a selling process and action

plan to successfully sell solutions that require approval

from multiple decision makers in the customer’s

organisation.

Sales professionals and organisations will be

equipped to evaluate their competitive position,

address the business and personal motives of

each decision maker in the client organisation, and

differentiate their company by leveraging its unique

strengths.

Strategic Selling® significantly improves the odds of

winning complex sales opportunities. It gives

organisations a common process and language for

pursuing sales opportunities and criteria for

allocating resources to determine when to walk away

from resource intensive deals with low probabilities of

success.

The key to success is learning how to focus time and

energy on those opportunities most likely to become

profitable, long-term customers.

A WINNING STRATEGY TO ADVANCE YOUR CAREER

HOW YOUR ORGANISATION WILL BENEFIT

GROWING AS A LEADER.

Enable field sales to:

• Identify and position solutions with the true

decision makers.

• Analyse each decision maker’s receptivity to

change to determine whether a sale is possible.

• Close business consistently from quarter to

quarter and avoid the “roller coaster” pattern

of sales.

• Allocate limited selling time on

quality prospects.

LEADING TO GROWTH.

Enable sales management and

senior leadership to:

• Employ a common language to discuss the status

of sales opportunities and establish next steps.

• Quickly identify opportunities that are worth the

investment of limited resources.

• Collect and share best practices from top

performers with the rest of the sales team.

MHIGLOBAL.ACADEMY

TAKE YOUR NEXT STEP.The training programmes of MHIGLOBAL.ACADEMY provide you with practical sales knowledge, strategies, and tools to enhance your sales profromance.

Visit WWW.MHIGLOBAL.ACADEMY for all upcoming dates that best fit your needs.

Or check the box below, take a picture and simply send it to emea.academy@mhiglobal.com.

Find the perfect training

for your NEXT STEP at

WWW.MHIGLOBAL.ACADEMY

© 2015 All rights reserved, Miller Heiman Inc. Nelson House | 1 Auckland Park | Milton Keynes | MK1 1BU

QUICK & SIMPLE BOOKING: SCAN THE QR CODE AND BOOK YOUR NEXT TRAINING ONLINE

Strategic Selling PortfolioStrategic Selling® / Advanced Concepts™ for Strategic Selling® / Strategic Selling® Coaching / Negotiate SuccessSM / Strategic Selling® Funnel Management

Conceptual Selling PortfolioConceptual Selling® / Advanced ConceptsSM for Conceptual Selling® / Conceptual Selling® Coaching / Executive ImpactSM / Securing Strategic AppointmentsSM

Large Account Management Process PortfolioLarge Account Management ProcessSM (LAMP®)

Professional Selling Skills PortfolioProfessional Selling Skills® / Professional Sales Negotiations™ / Professional Sales CoachingTM

Channel Success Essentials PortfolioChannel Partner ManagementSM

“I finally understand what it means to be customer focused and there is an

execution plan to do it.”

EXECUTIVE GENERAL MANAGER, BANKING

Conceptual Selling® Customer-Focused Interactions supports organisations in their efforts to:

• Execute against a plan to be a more customer-focused organisation.

• Differentiate your sales team against competition.

• Professionalise your sales force.• Engage cross-functional departments in your

customer management strategy.• Eliminate non-productive customer meetings.• Ensure opportunities are advancing toward

closed business with every interaction.• Strengthen customer relationships.

This programme is right for any member of your

team who regularly interacts with customers and

prospects.

This could include sales professionals, account

managers, business development, sales support,

engineers, senior leadership and customer service.

WHO SHOULD ATTENDYOUR NEXT STEP.

Conceptual Selling®

CONCEPTUAL SELLING PORTFOLIO

SUMMARY

Every interaction with a customer is too important to

leave to chance.

Conceptual Selling® Customer-Focused Interactions

helps sales professionals better prepare for their

time with customers. The result is purposeful mee-

tings and Win-Win outcomes.

TAKE THE NEXT STEP

To maintain a highly-competitive sales force, every

interaction with customers must be conducted to

either move an opportunity forward or improve the

relationship.

This programme enhances how sales professionals

execute in all of their interactions with customers,

whether a scheduled multi-attendee meeting or an

impromptu one-to-one.

Anytime a sales professional meets with a customer

there are two processes happening simultaneously.

While sales professionals have typically been trained

to focus on the selling process, from the customer’s

perspective there is also a buying process that must

be recognised and understood.

Solving this misalignment between these two

processes is an outcome of Conceptual Selling®

Customer-Focused Interactions.

There is no such thing as one-size-fits-all solutions

or value propositions for customers. The only way to

understand what will help you win is to ask the right

questions and listen.

This programme provides the simple, repeatable

structure that should be considered essential for

anyone who interacts with customers.

A WINNING STRATEGY TO ADVANCE YOUR CAREER

HOW YOUR ORGANISATION WILL BENEFIT

GROWING AS A LEADER.

Enable sales professionals to:

• Plan for every customer interaction to ensure productive use of salesperson’s and customer’s time.

• Conclude every meeting with clear actions for both sides to ensure the opportunity continues to move forward.

• Ask questions that will uncover critical information.

• Add discipline to customer meetings to be client focused and results oriented.

• Identify and align the selling process with where the customers are in their buying process.

LEADING TO GROWTH.

Enable sales management and senior

leadership to:

• Identify where to best allocate resources, including

their time, for customer meetings.

• Ensure the sales process is moving forward with

every customer interaction.

• Professionalise the sales team by enabling

consistent best-practice behaviours.

MHIGLOBAL.ACADEMY

TAKE YOUR NEXT STEP.The training programmes of MHIGLOBAL.ACADEMY provide you with practical sales knowledge, strategies, and tools to enhance your sales profromance.

Visit WWW.MHIGLOBAL.ACADEMY for all upcoming dates that best fit your needs.

Or check the box below, take a picture and simply send it to emea.academy@mhiglobal.com.

Find the perfect training

for your NEXT STEP at

WWW.MHIGLOBAL.ACADEMY

© 2015 All rights reserved, Miller Heiman Inc. Nelson House | 1 Auckland Park | Milton Keynes | MK1 1BU

QUICK & SIMPLE BOOKING: SCAN THE QR CODE AND BOOK YOUR NEXT TRAINING ONLINE

Strategic Selling PortfolioStrategic Selling® / Advanced Concepts™ for Strategic Selling® / Strategic Selling® Coaching / Negotiate SuccessSM / Strategic Selling® Funnel Management

Conceptual Selling PortfolioConceptual Selling® / Advanced ConceptsSM for Conceptual Selling® / Conceptual Selling® Coaching / Executive ImpactSM / Securing Strategic AppointmentsSM

Large Account Management Process PortfolioLarge Account Management ProcessSM (LAMP®)

Professional Selling Skills PortfolioProfessional Selling Skills® / Professional Sales Negotiations™ / Professional Sales CoachingTM

Channel Success Essentials PortfolioChannel Partner ManagementSM