Assignment

On
Miller Heiman Inc

Question No.2-What are the types of Sales Training offered by Miller Heiman Inc?
The word sales training means different things to different people, so lets start by describing
the different type of sales training available and when we would consider each type of training.
In general, we can categorize sales training in three ways: sales methodology training, sales skill
development, and product training. Most sales training companies offer some combination of
sales methodology training and sales skill development.
Miiller Heiman Inc, a leading Sales and service training provider organization. They offer
various training opportunities for firms and their salespersons to enable them to retain customers
by the side of attracting more new customers. Thus Miller Heiman trains sales executives and
salespersons to increase their capacity and capabilities. However, on the basis of the customer
needs Miller Heiman inc categorize their sales training into four types:
1.
2.
3.
4.

Sales Methodology Training

Sales Skill Development Training
Sales Leadership Training
CRM Training

1. Sales Methodology Training

Miller Heimans proven methodology products including Strategic Selling, Conceptual
Selling and Large Account Management Process (LAMP) provide customers with the best
technologies and strongest skills solutions in the industry. Once customers learn these strong
selling strategies, customers are empowered to identify viable prospects and have a positive
impact on their key buying audiences. Customers will optimize their customer interactions. They
will communicate more effectively across their sales team. They will increase their funnel
predictability. And, ultimately, they will increase their firms win ratio.

2. Sales Skills Development Training

Miller Heimans skills training include proven products like SPIN Selling Conversations, CRM
Ready Suite and Professional Selling Skills. They start by teaching your team essential selling
skills. This empowers them to ask impactful questions, understand customer needs, handle

objections and gain commitment. Then, they will show a salesperson how to move decision
makers to decide faster. That shortens sales cycles, increases sales and increases the quantity of
valid opportunities.
3. Sales Leadership Training
Empowering a firms sales team requires specific tools and resources to coach effectively around
professional skills, conceptual thinking and prospecting. Thats why Miller Heiman remains
focused on developing sales leadership. Proven market solutions like Professional Sales
Coaching, Conceptual Selling Coaching, Strategic Selling Coaching and Buyer Focused
Prospecting provide a solid foundation for firms and their team to achieve success.
4. CRM-Ready Suite Training
CRM Ready teaches one to improve visibility, evaluate opportunities, support resource
allocation, drive funnel management and much more thats required for a strong sales
foundation. And Miller Heimans technology integrates with the vast majority of major CRM
solutions to ensure firms CRM software is working for you.
To meet the above-mentioned four types of training Miller Heiman Inc offer following training
opportunities for their customers and clients.
1. Buyer-Focused Prospecting
2. Conceptual Selling Training
3. Executive Impact
4. Funnel Score Card
5. Large Account Management Process Training
6. Negotiate Success
7. Professional Sales coaching
8. Professional Selling Skills Training
9. Spin Selling Conversations Training
10. Strategic Selling Training
11. Strategic Selling Funnel management

1. Buyer-Focused Prospecting

If youre not getting the prospecting results you need, our experiential workshop BuyerFocused Prospecting will teach you practical methods for selecting the right targets, as well as
planning and executing effective prospecting calls.
2. Conceptual Selling Training
Every interaction with a customer is too important to leave to chance. Conceptual Selling
Customer-Focused Interactions helps salespeople better prepare for their time with customers.
The result is purposeful meetings and win-win outcomes.
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 program
enhances how salespeople execute in all of their interactions with customers, whether a
scheduled multi-attendee meeting or an impromptu one-to-one.
3. Executive Impacts
Have more effective meetings with executives and align your sales forces approach to the way
they prefer to buy. Executive Impact provides a framework for understanding how C-Level
executives make decisions.
4. Funnel Scorecard
Make fact-based decisions around resource allocation and time management when it comes to
your sales funnel. Funnel Scorecard is a tool that will help you identify the best opportunities to
pursue for your organization.
5. Large Account Management Process
Large Account Management Process (LAMP) reveals how to best manage and grow strategic
accounts by bringing the entire relationship into view. This process provides a road map for
strategic customer relationships that have growth potential through the development of a one to
three-year plan to guide team selling and customer collaboration efforts. LAMP begins with an
analysis of the companys current position within actual accounts to identify discrepancies and
develop a shared vision between the buying and selling organizations. The program then delivers
a process to document long-term plans for managing key accounts and allocating resources

efficiently. As a result of adopting this process, account managers will craft strategies for
managing cross-functional teams to clarify roles and responsibilities, boost collaboration, and
ensure accountability. The program also presents a method for enhancing relationships between
the buying and selling organizations.
6. Negotiate Success
Improve your sales forces ability to reach a win-win outcome with your customers. Negotiate
Success will teach you to build trusting relationships with your customers by negotiating with
them at every stage of the selling process.
7. Professional Sales Coaching
Give your sales managers and coaches the framework, communication skills and planning tools
they need. Professional Sales Coaching builds and maintains a team thats focused on your
customers and driven by performance.
8. Professional Selling Skills
Professional Selling Skills reflects the skills used by world-class sales professionals to help
customers succeed, including understanding customer needs and consistently developing
solutions that deliver results. A research-based program, Professional Selling Skills teaches
customer interaction skills that enable participants to lead mutually beneficial sales conversations
with customerseven those who are indifferent or express concerns.
9. Spin Selling Conversation
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. SPIN Selling Conversations is a research-based, advanced questioning skills
program that combines SPIN Sellings proven methodology with todays best-practices in B2B
selling. The interactive classroom program integrates in-depth exercises, drills, and activities,
giving participants opportunities to acquire and practice new skills. Online manager-led and

individual reinforcement modules and assessments help sharpen and elevate sales aptitude
beyond the classroom experience.
10. Strategic Selling
Strategic Selling helps organizations 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 customers organization.
Strategic Selling provides visibility into sales opportunities, documenting plans with the
programs Blue Sheet. This involves first identifying all key players in the customers
organization, understanding each players degree of influence and their reasons for buying, and
uncovering essential information. Salespeople and organizations will be equipped to evaluate
their competitive position, address the business and personal motives of each decision maker in
the client organization, and differentiate their company by leveraging its unique strengths.
Strategic Selling significantly improves the odds of winning complex sales opportunities. It
gives organizations 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.
11. Strategic Selling Funnel Management
Strategic Selling Funnel Management analyzes opportunities within your sales funnel. It then
recognizes and prioritizes the key actions both you and your customer need to take to help you
move opportunities through the funnel.
The aforesaid training opportunities may be helpful for a firm or its salespeople to improve their
selling capacity and capabilities.

References

https://www.millerheimangroup.com