Comprehensive Deal Strategy for Complex Sales
Miller Heiman's Strategic Selling® process helps organizations and individuals
develop comprehensive deal strategies to win complex sales. It is especially
helpful when selling solutions require approval from multiple players on the
buy-side before the deal can be closed.
Strategic Selling®
brings the entire deal into view for a selling organization. This involves first
identifying all key players on the buy-side; understanding each one's degree of
influence and motives, evaluating your competitive position and strengths, and
uncovering essential unknown information. Then, the salesperson or team develops
comprehensive action plans to address the motives of each individual, to
shore-up weaknesses, and to uncover uncertainties. This rigorous process
significantly improves the odds of winning big deals in the shortest amount of
time or of walking away from resource-intensive deals with a low probability of
success.
It also gives an organization a common process and language for pursuing
large deals, allocating resources, and forecasting. This rigor and consistency
ensures a high level of professionalism, facilitates effective sales management,
and dramatically increases the odds of winning the business.
If your organization is trying to address the following issues, then Strategic Selling® may be the right solution.
- Solutions requiring approval from multiple decision makers
- Navigating the internal bureaucracy of customers and prospects
- Poor visibility into the status of big important deals
- Difficulty harnessing resources and collaborating on large deals
- Unpredictable revenue forecasting
- Long sales cycles that don't always result in won deals
"I have never participated in any other sales program that is so
closely related to our complex selling environment as Strategic
Selling®. It was an extremely valuable and beneficial
program."
- Manager, Healthcare |
