For classic complex sales, i.e. where there are lots of options and people involved, for both your prospect and you, driving by the seat of your pants is not the way to go. Each opportunity needs a strategy to close it. These programs help you develop that strategy.
Strategic Selling® – The Miller Heiman program to close complex sales
Strategic Selling® helps organizations develop comprehensive strategies to win sales opportunities. Sales teams will use the popular Blue Sheet to develop action plans to successfully sell solutions that require approval from multiple decision makers in the customer’s 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. Organizations will have the tools to help salespeople focus time and energy on those opportunities most likely to become profitable, long-term customers.
Strategic Selling® Government – The Miller Heiman version of Strategic Selling geared toward winning federal, state and local government Business
Strategic Selling® Government helps organizations 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 includes proven practices to ensure organizations are as prepared as possible for the proposal, thereby decreasing the cost of sale 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 government business.
Funnel ScoreCard® – Opportunity Evaluation and Loss Review Process
Funnel ScoreCard® provides sales organizations a method to quickly and systematically identify the best opportunities to pursue. This program offers the framework to make fact-based decisions around resource allocation and time management. For those concerned with improving forecasting, strengthening funnel integrity, and directing resources toward the right sales objectives, a customized Funnel ScoreCard® helps assess opportunity potential. Additionally, this program facilitates win/loss reviews by using the ScoreCard to identify which criteria were met and what information remained unknown during the sales cycle.
Strategic Selling® Funnel Management provides companies a method for analyzing opportunities within the sales funnel and identifying ideal behaviors that will enhance sales performance. This program provides a way to examine sales funnels to recognize key actions to be taken by both the selling organization and the customer to help move opportunities through the funnel.
“We do monthly funnel reviews now with every territory manager. We also incorporated forecast accuracy key performance indicators into the sales management team bonus structure.”Director, Health Care
Organizations will gain 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.