About Miller heiman group
Miller Heiman Group: A Comprehensive Guide to Sales and Service Excellence
Miller Heiman Group is a global leader in providing sales and service training, consulting, technology, and research solutions that help organizations drive revenue growth. With over 40 years of experience in the industry, Miller Heiman Group has helped thousands of companies worldwide to improve their sales performance and customer experience.
The company was founded in 1978 by Robert Miller and Stephen Heiman with a mission to transform the way organizations sell. Since then, Miller Heiman Group has expanded its offerings to include not only sales training but also service excellence solutions that help companies deliver exceptional customer experiences.
One of the key strengths of Miller Heiman Group is its focus on research-based methodologies that are proven to work. The company's flagship program, Strategic Selling®, is based on extensive research into how top-performing salespeople sell. This program teaches participants how to identify key decision-makers within an organization, understand their needs and priorities, develop compelling value propositions, and close deals more effectively.
Another popular program offered by Miller Heiman Group is Conceptual Selling®, which helps participants build stronger relationships with customers by understanding their business needs at a deeper level. This program teaches participants how to ask insightful questions that uncover customer pain points and challenges while positioning themselves as trusted advisors who can provide valuable solutions.
In addition to these core programs, Miller Heiman Group offers a wide range of other training programs designed for specific industries or job roles. For example:
- Large Account Management Process® (LAMP®) - designed for account managers who are responsible for managing large enterprise accounts
- Channel Partner Program - designed for companies who sell through channel partners such as distributors or resellers
- Professional Services Sales Training - designed specifically for professionals working in consulting or other services-based industries
Miller Heiman Group also offers consulting services that help organizations optimize their sales processes from end-to-end. These services include:
- Sales Performance Consulting - helps organizations assess their current sales processes and identify areas where they can improve
- Customer Experience Consulting - helps organizations design customer-centric strategies that drive loyalty and retention
- Learning Strategy Consulting - helps organizations develop comprehensive learning strategies that align with business goals
To support its training programs and consulting services, Miller Heiman Group has developed several technology platforms that enable companies to track performance metrics more effectively. These platforms include:
- Scout® CRM - a cloud-based CRM platform specifically designed for B2B selling environments
- Strategic Analysis Tool™ (SAT) - an online assessment tool used during the Strategic Selling® program
- Blue Sheet™ - a tool used during the Conceptual Selling® program which provides a structured approach for planning meetings with customers
Overall, Miller Heiman Group's comprehensive suite of offerings makes it an ideal partner for any organization looking to improve its sales performance or customer experience. With its focus on research-based methodologies backed up by decades of experience in the industry, there's no doubt why it continues being one of the most respected names when it comes down improving organizational effectiveness through better selling practices!