Strategic Selling

Strategic Selling provides the necessary skills for your sales organisation to develop comprehensive sales strategies in a complex sales environment. 

Content

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. Salespeople 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.

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.

Targets and usages

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.

Targetgroups

Who Should Attend?

Any member of the organization involved in selling, from field salespeople 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.

Agenda

DAY 1

Introduction, Changes, Workshop: Changes, Strengths and red flags, Single sales target, Workshop: Single sales target

Break

Euphoria to panic, Workshop: Euphoria to panic, the purchase influencers, workshop: purchase influencers, degree of influence, workshop: role and influence degree of buying influencers

Lunch

Attitude of purchase influencers, Workshop: attitudes, review purchase influencers, Workshop: reviews, I win / You Win, win results, Workshop: Winning Results

Break

How to get to decision makers?, Workshop: How to get to decision makers?, Tasks for the evening, Overview Day II

DAY 2

Questions Day I and Day Overview II, Competition, Workshop: Competition, ideal customer profile, Workshop: ideal customer profile, the sales funnel, Workshop: The Sales Funnel

Break

Blue Sheet Group work, debriefing and Reconciliation, Conceptual Selling
 

Feedback

“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.”

SALESPERSON, TRAVEL & LEISURE

Certifications

The Miller Heiman Group Certified Sales Professional programme is advanced professional B2B training, based on the proven Miller Heiman Group Sales System® that will take your performance to the next level and elevate your status within the global sales community.

You can select workshops according to your priorities and needs, or opt for the official and highly valued Miller Heiman Group Certified Sales Professional Certification, that can be obtained at any one of our European Sales Academies.

Certification tracks have been specifically designed for individual sales roles.

more informations

Dates & costs

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DateCityCountryLanguage
Price(+VAT)

24.09.18 - 25.09.18 FrankfurtDEGerman
1695,- EUR

26.09.18 - 27.09.18 MilanITItalian
1695,- EUR

02.10.18 - 03.10.18 Milton KeynesGBEnglish
1350,- GBP

05.10.18 - 06.10.18 DubaiAEEnglish
1600,- USD

15.10.18 - 16.10.18 ZurichCHGerman
1695,- EUR

07.11.18 - 08.11.18 FrankfurtDEGerman
1695,- EUR

18.11.18 - 19.11.18 AmmanJOEnglish
1100,- USD

20.11.18 - 21.11.18 Milton KeynesGBEnglish
1350,- GBP

22.11.18 - 23.11.18 MilanITItalian
1695,- EUR

26.11.18 - 27.11.18 GrazATGerman
1695,- EUR

06.12.18 - 07.12.18 Milton KeynesGBEnglish
1350,- GBP

10.12.18 - 11.12.18 FrankfurtDEGerman
1695,- EUR

10.12.18 - 11.12.18 ParisFRFrench
1695,- EUR

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