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.