None of these “methods” of identification is reliable. Many sales professionals simply end up talking to the people with whom they feel most comfortable, who have approved their orders in the past, or who have the “right” titles on their doors. Hint: It also helps you stay out of your sales comfort zone. In other words, the business pain you’re solving has to be the one your prospect has.Ī great thing about this methodology is that it controls your sales process and clarifies what’s next. It opposes shady sales techniques, promoting a concept of Strategic Selling where you document the customer's business objectives, decision-making processes, and key stakeholders in a so-called Blue Sheet.Īccording to Miller Heiman, every deal you close must satisfy you and your buyer. Today’s Strategic Selling model uses the principles of solution selling as a base and applies them to large deals with multiple stakeholders. In 2005, they published The New Strategic Selling, which maintains its reputation as an industry standard. Since the game of sales has changed and adapted over the years, Miller Heiman has continued to adapt their methodology. Robert Miller and Stephen Heiman (the founders of Miller Heiman Group) published the book Strategic Selling in 1985, and have used this model to train worldwide sales teams for decades. It’s based on the principle of win-win: sellers close deals to help buyers solve problems and win better ROI. It guides you through the sales cycle and clarifies what your buyers do, what level of transition they want to achieve, and what problem you’re solving. Miller Heiman’s Strategic Selling is a repeatable sales framework for managing complex B2B deals.

Miller heiman blue sheet instructions