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Sales Access Manager – CRM integration

Sales Access Manager(SM) Software Suite

With the right process in place, the right tools can enhance the creation and communication of sales strategies to improve the likelihood of securing and growing business. The days of using spreadsheets to forecast and manage sales opportunities are gone.

For organizations using, or planning to use, a customer relationship management (CRM) platform:
Sales Access Manager(SM) for CRM
For companies using one of today’s leading CRM platforms, integrating their sales process into the technology can increase usage and retention, as well as improve the quality of reporting. Organizations leveraging CRM systems like Microsoft Dynamics, Oracle OnDemand and salesforce.com are able to track the success of their Miller Heiman enabled sales strategies, alongside their sales forecast and other company data.

Miller Heiman sales process enablement through
CRM integration

Sales Access Manager(SM) integrates Miller Heiman’s planning worksheets for Conceptual Selling®, Strategic Selling® and Large Account Management Process(SM) into Customer Relationship Management (CRM) systems.

This integration allows data entered into the worksheets to flow in real time to your existing CRM system. This enables your sales teams to fully leverage the power of Miller Heiman sales processes in a highly efficient manner, and gives sales managers instant visibility into the activity and strategies of their salespeople to make more informed management decisions.

In the 2009 study by Miller Heiman, it was found that only 27 percent of sales leaders agreed their CRM systems provide data that can be consistently used to make decisions. Forecast accuracy is just one performance metric that is difficult to monitor when CRM data is unreliable; only 20 percent of study participants reported they have “highly accurate” forecasts.

Sales Access Manager(SM) extends the functionality of your CRM system, providing salespeople with a valuable tool and reason to access the system. This significantly improves adoption of sales methodology and CRM system investments, enabling sales leaders to maximize ROI on technology and training assets.

This powerful tool is available to Miller Heiman clients who have the Conceptual Selling®, Strategic Selling® and Large Account Management Proces(SM) methodologies in place, providing your salesforce with the technology for true collaboration and visibility.

Sales Access Manager(SM) Takes Your Team to the Next Level

• Monitor plans in place to close opportunities vs. plans missing.
• Gain instant visibility into buying influences – are the bases covered? Who is being ignored?
• See valid business reasons and the action commitments of top performers to coach under performers.
• Know if strategic account plans in place will make a difference in hitting or missing targets.
• Spot lead indicators and avoid surprises.
• Use greater visibility and diagnostics to make educated, fact-based decisions.

Conceptual Selling Coaching

Conceptual Selling Coaching

Advancing Adoption of the Conceptual Selling Process

Conceptual Selling Coaching* presents a comprehensive strategy to drive deeper adoption of Conceptual Selling. By implementing this process, organizations will establish subject matter experts in the correct application of tools and concepts to improve implementation through on-going coaching and reinforcement.

This program helps refine how managers and team leaders reinforce the concepts learned in Conceptual Selling, motivating team members to adapt the communication behaviors most vital for ensuring productive conversations.

* Conceptual Selling is a prerequisite to this program.

Channel Partner Management – Optimizing Results for Indirect Channel

Channel Partner ManagementSM
Aligning Optimizing Results from Indirect Distribution

Channel Partner Management facilitates strategy alignment for organizations that go to market through an indirect channel. Organizations implement a process to define goals, minimize vulnerabilities, and establish commitments. This program offers a method for prioritizing channel partners based on the potential of the partnership and for aligning objectives for enhanced performance.

Channel Partner Management focuses on satisfying mutual business objectives, beginning with an understanding of each party’s key area of focus and unique strengths. The program helps companies validate and commit to the programs that accomplish desired objectives and optimize both parties’ investment in the partnership.

Advanced Concepts

Advanced Concepts(SM) for Strategic Selling®

Miller Heiman’s Advanced Concepts(SM) for Strategic Selling® takes adoption of the Strategic Selling® process to the next level. It empowers sales teams in the field to improve their performance by providing real world, practical application of program concepts. Salespeople receive information through a series of modules delivered monthly, which they can put into practice immediately, to move current opportunities through the Sales Funnel. Aside from these modules, sales managers receive additional tools to help them coach their teams on the Strategic Selling® process.

Advanced Concepts(SM) for Strategic Selling® supports the sales process implementation by giving teams additional tools and resources that can be applied immediately to current opportunities and produce results.

Strategic Selling® Government – Comprehensive Strategy for Winning Government Business

Strategic Selling® Government helps organizations and individuals develop comprehensive strategies to win complex government business. By providing a consistent process for selling solutions that require approval from multiple people in a government agency or department, this program helps organizations appropriately respond to a complex Request for Proposal (RFP) before the contract is awarded.

Strategic Selling® Government gives organizations a common process and language for pursuing government business, allocating resources, and making better management decisions. Participants will learn the critical importance of early involvement in shaping and influencing requirements. They will adopt a process to gather the essential information needed to develop winning strategies, which include identifying all important decision makers and influencers, understanding the motives of the buying influences, developing internal coaches, evaluating competitive positioning, and building action plans to address weaknesses and uncover uncertainties.

Participants will learn how to form the best selling team, translate selling activities into effective proposal strategy, organize efforts to cover all the bases, and set objectives and timelines necessary to move the opportunity forward.

Strategic Selling® Government includes proven practices to ensure participants are as prepared as possible for the proposal, thereby decreasing the cost of sales and improving proposal quality. The rigor and consistency of the process ensures a high level of professionalism, facilitates effective sales management, and can increase the odds of winning the business.

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

• Gain increased insight into government buying and regulatory processes.
• Identify Request For Proposal (RFP) opportunities early enough to be considered a key candidate.
• Integrate consistent application of proposal activities.
• Translate competitive positioning into written proposals.
• Assess whether RFP’s are appropriately matched to the solution your organization can offer.
• Secure management commitment and resources to pursue bids.

Conceptual Selling® – Customer Interaction Strategy for Winning Complex Sales

Conceptual Selling® helps salespeople connect the way they sell to the way their customers buy. The program clearly defines how to unearth a customer’s key issues and concerns in order to better focus selling efforts on what the buyer needs to accomplish. With Conceptual Selling®, salespeople gain a framework to view the sale from the customer’s perspective, build credibility, and create collaborative win-win solutions.

This program, which uses Miller Heiman’s Green Sheet, provides a consistent method for creating high-value solutions that are difficult for competitors to replicate. Participants will learn to better interpret information about the prospects to craft a comprehensive solution that matches the need of the buying organization.

Conceptual Selling® gives organizations a common process and language for intelligently pursuing sales opportunities. This allows internal teams to improve collaboration on large deals and see more movement of opportunities through the sales cycle.

Conceptual Selling® is the right solution if your organization is trying to:

• Transition from a product-led sale to a solution-let sale
• Differentiate you products and services from your competitors
• Professionalize your sales force
• Implement a consistent process to plan customer interactions
• Provide management viability into significant opportunities
• Evaluate where to best invest business development resources

Strategic Selling® – Comprehensive Strategy for Complex Sales

Strategic Selling® helps organizations and individuals develop comprehensive strategies to win sales opportunities. Participants develop action plans to successfully sell solutions that require approval from multiple decision makers in the customer’s organization.

Strategic Selling® provides visibility into sales opportunities, documenting plans with the program’s Blue Sheet. This involves first identifying all key players in the customer’s organization, understanding each player’s degree of influence and their reasons for buying, and uncovering essential information. Participants will learn to evaluate their competitive position, differentiate their company by leveraging its unique strengths, and address the business and personal motives of each decision maker in the client organization.

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 a low probability of success. Participants will learn how to focus time and energy on those opportunities most likely to become profitable, long-term customers.

Securing Strategic Appointments™ – Contact Strategy for Generating Appointments

Securing Strategic Appointments™ provides salespeople a solid foundation to build stronger techniques for targeting contacts to secure high-value meetings. Participants will increase their prospecting confidence by learning to develop compelling reasons for prospects to agree to meetings.

The program focuses on initiating contact with prospects or new contacts within a client organization. Participants will learn how to hypothesize challenges prospects may have and develop meaningful statements that address those challenges. By formulating this type of contact strategy, salespeople will immediately differentiate themselves for others fighting for time with decisions makers and influencers. It also improves the likelihood of getting meetings scheduled and call returned.

Securing Strategic Appointments™ helps bolster the confidence of sales professionals as they learn to quickly identify and leverage their prospect’s most critical business challenges to secure high-quality appointments. Participants will work with a me the “Salesologist” a Miller Heiman expert, to implement this process into your organizations and sales peoples prospecting activities to generate valuable leads and move sales opportunities through the funnel.

Securing Strategic Appointments™ may be the right solution if your company is trying to:

Increase contact rates and ratio of quality appointments
Message consistently to key contacts to move sales opportunities forward
Improve prospecting effectiveness and business development efforts to fill the sales funnel
Increase professional confidence and comfort when targeting new prospects
Decrease wasted time in preliminary sales conversations

Securing Strategic Appointments is taking off and would welcome the chance to share more about how it can help you get more appointments. I look forward to talk to you.

A Place holder for building

a place holder for building