In 2005, they published The New Strategic Selling, which maintains its reputation as an industry standard. Since the game of sales has changed and adapted over the years, Miller Heiman has continued to adapt their methodology. Robert Miller and Stephen Heiman (the founders of Miller Heiman Group) published the book Strategic Selling in 1985, and have used this model to train worldwide sales teams for decades. It’s based on the principle of win-win: sellers close deals to help buyers solve problems and win better ROI. It guides you through the sales cycle and clarifies what your buyers do, what level of transition they want to achieve, and what problem you’re solving. Miller Heiman’s Strategic Selling is a repeatable sales framework for managing complex B2B deals.
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