Strategic Selling Funnel Management

Strategic Selling® Funnel Management provides organisations a method for analysing opportunities within the sales funnel and for identifying ideal salesperson behaviours that will enhance sales performance. This programme provides a way to examine individual sales funnels to recognise key actions to be taken by both the sales professional and the customer to help move opportunities through the funnel.



Strategic Selling® Funnel Management helps sales leaders, managers and mentors remain close to potential sales opportunities as they advance through each funnel stage and share best practices for improving identification of the specific actions needed to move them forward. During this session the organisation will develop a customised sales funnel to improve adoption of the tool and increase forecasting accuracy. A Miller Heiman Group expert will detail proper documentation for tracking both the selling organisation’s sales process and the customer’s buying process.

The goal is to deliver an enhanced understanding and application of the sales funnel from Strategic Selling® to better prioritize the opportunities competing for limited resources and increase close ratios by targeting those that represent the best return on investment.

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

  • Implement consistent adoption of a sales funnel process.
  • Eliminate wasted energy in the sales cycle.
  • Raise confidence in advancing opportunities to a close.
  • Reinforce selling behaviours and activities that move sales forward.
  • Increase forecast accuracy.
  • Improve predictability.

Targets and usages

Enable field sales to:

  • Quickly identify actions required to move opportunities through the sales process.
  • Manage selling time and priorities based on the number or value of opportunities in the funnel.


Who Should Attend?

Any member of the organisation responsible for ensuring proper use and application of a sales funnel process and the Strategic Selling® concepts and tools including sales operations, sales management, and peer mentors.


“We are having in-depth, monthly reviews and Blue Sheeting our top three prospects and existing accounts. It has been amazing.”



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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21.05.20 Milton KeynesGBEnglish
1085,- GBPBook Now

17.11.20 Milton KeynesGBEnglish
1085,- GBPBook Now

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