Strategic Selling

Strategic Selling, founded in the 1960s by Bob Miller and Steve Heiman, assists organizations in developing comprehensive sales strategies in complex B2B sellings scenarios. It utilizes a practical, repeatable sales process that helps simplify complex situations to make them more manageable.

Strategic Selling provides companies with common language and a common process for pursuing sales opportunities, along with criteria for resource allocation. It helps sales forces determine when to go after deals, and when to walk away from those with a low probability of success.

The basic goal of Strategic Selling is to provide enough information, in a timely fashion, to allow salespeople to make the right decisions with regard to opportunities. With Strategic Selling, organizations will have the tools to help salespeople focus time and energy on prospects most likely to become profitable, long-term customers.

This is done through:

  • Categorizing the different roles within a prospect company according to their influence on the proposed purchase.
  • Determining the level of support for the deal from each of these roles, and documenting their levels of support.
  • Utilizing this information to bring the deal to a close.

Pipeliner CRM and Strategic Selling

The basic handle on any complex B2B situation is, first of all, the data. You must have all the needed information about the prospect company and its issues in order to move any opportunity forward. You must have obtained, as outlined above, all possible information on decision-makers in the company, and their motivations.

But the obtaining of the data is only part of the job. The other part is how that data is used and how easily it can be accessed when needed. That is where Pipeliner comes in—and where it excels.

Pipeliner CRM is instantly customizable to a company's sales process. This means that any approach developed—as is done in Strategic Selling—can be put to use right within the process, right in CRM. Not only is the sales process fully customizable, but so also are the tasks and opportunities that make up each stage of the sales process. This means that all the data pertaining to an opportunity can be saved to, and retrieved from, places where it makes the most sense.

As to roles, Pipeliner is the only CRM that offers a totally unique, visual Org Chart and Buying Center. In the Org Chart, each of the decision-makers can be graphically shown where they sit within the organization. Decision-makers—as well as purchase influencers—can also be shown in the Buying Center, in which their influence on the purchase can be graphically illustrated.

Pipeliner CRM totally empowers Strategic Selling. Download it today.

About Robert B. Miller

Robert B. Miller

Robert B. Miller is co-founder of Miller-Williams Inc. and co-author of several bestselling books.

His company has developed patented research methods that provide accurate measurements of how customers think and behave. Their clients include blue-chip companies such as ARAMARK, Coors, General Motors, Rockwell Automation, Sabre and Sikorsky Aircraft.

Miller is co-founder of Miller-Heiman.

About Stephen E. Heiman

Stephen E Heiman has worked in sales development for over 30 years. In the 1970s, as an IBM national account salesman, he increased sales by over 35 per cent and was in the top 5 per cent for total sales and percentage quota. In 1978 he joined partner Robert B Miller in the company that became Miller Heiman, Inc.

Heiman retired in 1988 as MHI president and CEO; he then served as the company's chairman of the board.

Learn more about your sales process and CRM
Your Sales Process