Strategic Sales Solutions
We will deliver benefits to your organisation through our unique blend ofStrategic Sales Solutions
Sales & Service Skills, Training, Tools, Methodologies, and Technologies
Are you struggling to target the right companies and the right opportunities? Learn how to approach the right customers and opportunities with uncanny focus and efficiency. Embed the logic behind strategic sales into the culture of your organisation and dramatically improve your probability of success on the deals that matter. Deliver more margin with less sales expenditure.
MarginPLUS is an internationally accredited Miller Heiman Group Consulting Partner. Miller Heiman has been a world leader in the development of sales processes, methodologies, systems and tools for over 40 years.
The Miller Heiman philosophy is that our Customers should be at the centre of our universe, and that all of our interactions with them will result in a true “win-win” outcome for both parties.
MarginPLUS is your window to this unprecedented wealth of knowledge, skills, and experience. We can provide both consulting services, and the delivery of the appropriate highly-developed training programs that suit your organisations current and future requirements. These can be delivered either as private programs for your employees only, or through our frequently scheduled public workshops in most major centers.
MarginPLUS is an internationally accredited Miller Heiman Group Consulting Partner. Miller Heiman has been a world leader in the development of sales processes, methodologies, systems and tools for over 40 years.
The Miller Heiman philosophy is that our Customers should be at the centre of our universe, and that all of our interactions with them will result in a true “win-win” outcome for both parties.
MarginPLUS is your window to this unprecedented wealth of knowledge, skills, and experience. We can provide both consulting services, and the delivery of the appropriate highly-developed training programs that suit your organisations current and future requirements. These can be delivered either as private programs for your employees only, or through our frequently scheduled public workshops in most major centers.
Our ability to deliver the online training and reinforcement to remote digital devices is truly reflective of our innovative position in the market, delivering significant added value to our customers.
Programs delivering extraordinary results to thousands of Miller Heiman customers around the world include:
Creating Opportunities / Effective Customer Interactions – Conceptual Selling®(CS)
Conceptual Selling® will provide you with a research-based proven methodology that enables an entire organisation to operationalise a customer-centric model for customer interactions. Your customers will immediately notice how valuable their interactions with you are. From your insightful investigation of what they are trying to fix, accomplish, or avoid, to your alignment with where they are in their buying process – your solution and your approach will differentiate you from your competition
Securing Strategic Opportunities – Strategic Selling® (SS)
Strategic Selling® will ensure that you de-code your customers decision making process. You will employ a well-structured and research-hardened methodology to understand who the key buying influencers are, on what basis they will make their decisions, and how to ensure that they select your solution. Your entire pursuit team will enjoy a common language, and a coordinated pursuit strategy with prioritised actions that will ultimately result in a win for both you and your customer.
Sales Funnel Design & Management – Strategic Selling® Funnel Management and Funnel Scorecard®
Strategic Selling® Funnel Management will provide your Sales Managers with a comprehensive methodology of how to anaylse your sales pipeline. They will be able to diagnose the root cause of poor funnel management and ensure alignment between your customers’ buying process, and your selling process. They will leave with a systematic approach and electronic tool to analyse and review individual funnels, as well as prioritise and allocate resources. Not only will your revenue forecasting become more accurate and reliable, but your sales effectiveness will improve.
Funnel Scorecard® provides sales organisations with a method and tool to quickly and systematically identify the best opportunities to pursue. The program offers the framework to make fact-based decisions around resource allocation and time management.
Key Account Relationship Development – Large Account Management Process℠ (LAMP®)
Miller Heiman has long recognised the critical importance of a select group of customers to a business. For example, it is not uncommon that 80% of a company’s business is generated from 20% of their customers, and that >50% of their revenues are from repeat customers. With this in mind we have developed a specific relationship management process that nurtures and develops these relationships together with the customers, and in particular those in the customer organisation who are key to the future health and prosperity of the business relationship.
LAMP® reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. This process provides a roadmap for the relationship’s growth through the development of a one to three-year plan to guide team selling and customer collaboration efforts. Based upon the success of clients who have adopted LAMP®, we have developed a best practice methodology to guide your implementation.
LAMP® reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. This process provides a roadmap for the relationship’s growth through the development of a one to three-year plan to guide team selling and customer collaboration efforts. Based upon the success of clients who have adopted LAMP®, we have developed a best practice methodology to guide your implementation.
LAMP® may be the right solution if your sales organisation is trying to:
Effective Questioning & Listening Skills
SPIN® Selling Conversations
This program for the experienced seller is an intense, immersive, and engaging one-day program that incorporates real-world sales conversations. The program trains sales professionals to lead compelling conversations with decision makers that inspire confidence, build trustworthy relationships, and lead to quicker decision making. It is a research-based, advance questioning skills program that combines SPIN® Selling’s proven methodology with today’s best practices in B2B selling.
The interactive classroom program integrates in-depth exercises, drills, and activities, giving participants opportunities to acquire and practice new skills. Online manager-led and individual reinforcement modules and assessments help sharpen and elevate sales aptitude beyond the classroom experience.
The interactive classroom program integrates in-depth exercises, drills, and activities, giving participants opportunities to acquire and practice new skills. Online manager-led and individual reinforcement modules and assessments help sharpen and elevate sales aptitude beyond the classroom experience.
Professional Selling Skills® (PSS)
PSS is valuable to new or experienced sales professionals, sales managers, and marketing and support staff. This 2-day classroom workshop builds the participants ability to fully engage customers during sales calls, develop strong business relationships, which ultimately increase success in winning new business or retaining/growing existing business. The program will leave your sales team with a common language which in turn will lead to improved communications and teamwork.
PSS is a research-based program that reflect the skills used by world-class sales professional to help customers succeed, by understanding their needs, and consistently developing solutions that deliver results. Participants will learn customer interaction skills that will enable them to lead mutually beneficial sales conversations with customers – even those who are indifferent or express concerns.
PSS is a research-based program that reflect the skills used by world-class sales professional to help customers succeed, by understanding their needs, and consistently developing solutions that deliver results. Participants will learn customer interaction skills that will enable them to lead mutually beneficial sales conversations with customers – even those who are indifferent or express concerns.
Coaching for Sales Managers
Over the past decade, Miller Heiman’s research division, CSO Insights has consistently revealed the critical impact that sales management has on sales performance. This, combined with the well-documented training “Forgetful Curve”, has driven us to develop programs to specifically upskill Sales Managers. This enables them to reinforce consistent and proper application of the programs undergone by their team members, thereby maximising their company’s ROI in Sales. These include the following instructor-led structured programs:
Customer Relationship Management (CRM) System Integration
Methodology and Toolset Integration with your CRM System – Sales Access Manager™ (SAM)
Integration of sales methodologies with CRM systems is a feature of world-class sales performers, as evidenced in our CSO Insights research. Improved transparency, visibility, collaboration and accountability are all generated through the judicious use of this technology resulting in significantly enhanced sales effectiveness. We have extensive experience with the integration of our Miller Heiman programs with Salesforce.com, Microsoft Dynamics, Oracle, and SAP CRM, but also undertake integrations with other CRM systems following a technical review.
Direct Sales Funnel Visualisation – Sales Process Funnel℠ (SPF)
SPF takes the output from the Strategic Selling® Funnel Management program and imbeds it into your CRM. The tool pulls opportunity data from the CRM system and visually displays the funnel shape, value and opportunities within a salesperson’s, team’s or organisation’s funnel. Colour and size cues allow users to filter out the noise within the funnel, and focus on particular aspects of opportunities with strategic importance.
By readily allowing sales managers to inspect what their salespeople are doing, the tool affords managers insight into which opportunities should be further explored and which should be ignored. The result is an increase in overall funnel accuracy, and the resultant increase in sales effectiveness.
By readily allowing sales managers to inspect what their salespeople are doing, the tool affords managers insight into which opportunities should be further explored and which should be ignored. The result is an increase in overall funnel accuracy, and the resultant increase in sales effectiveness.
Customer Service Programs Driving Customer Loyalty – Service Ready™
Having gone to the effort and expense of securing a new customer, how do you ensure that the relationship grows and that they become loyal customers? The Customer Experience is how customers perceive their interactions with a company over the duration of their relationship – every time they have an interaction.
Service failures can occur anywhere within your organisation – including sales, field services, invoicing, accounts receivable, service and support, technical support, your website, account management, and solution delivery, among others.
Miller Heiman’s Service Ready™ solutions provide the skills, methodology and processes that ensure exceptional solutions at every touch point along the customer journey. The modules in this program include:
Service failures can occur anywhere within your organisation – including sales, field services, invoicing, accounts receivable, service and support, technical support, your website, account management, and solution delivery, among others.
Miller Heiman’s Service Ready™ solutions provide the skills, methodology and processes that ensure exceptional solutions at every touch point along the customer journey. The modules in this program include:
This training has been designed to be delivered in a various ways, including: Instructor Led Training, Interactice (cloud-based) collaborative platform, or a combination of the two.
We have also developed a series of ‘micro-session’ on-the-job training modules, the Customer Experience Toolkit™, that is designed for the realities of the retail environment, where the sales staff are not able to leave the floor.
We have also developed a series of ‘micro-session’ on-the-job training modules, the Customer Experience Toolkit™, that is designed for the realities of the retail environment, where the sales staff are not able to leave the floor.
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The impact we create spans entire organizations, but always starts with people.
