Pivotal Sales - Miller Heiman Edition

For more than 25 years, Miller Heiman's world-renowned methodologies have been respected for providing organizations with winning sales strategies, a common language, and shared processes that can help the team perform. Pivotal Sales – Miller Heiman Edition faithfully embeds these sales strategies within the powerful Pivotal Sales system, delivering an automated sales process that significantly increases the chance of successful deal closure.

Complete Sales Force Automation

  • Miller Heiman Blue, Gold, and LAMP Sheets
  • Opportunity Management
  • Quote and Proposal Management
  • Revenue Forecasting
  • Team Selling
  • Multi-Channel Sales Integration
  • Real-Time Product Configuration
  • Expense Management
  • Territory Management
  • Up-/Cross-Selling Automation
  • Accurate Pipeline View
  • Unified Customer Data
  • Activity and Contact Management
  • Mobile Sales
  • Sales Analytics

Automating the Miller Heiman Process

At the heart of the Miller Heiman sales methodology are three color-coded "selling sheets" that underpin selling techniques known as Strategic Selling,® Conceptual Selling,® and Large Account Management ProcessSM (LAMP®). By incorporating these selling sheets into a workflow, Pivotal Sales – Miller Heiman Edition constantly highlights what needs to happen next in order to move each deal forward to a successful conclusion.

  • Strategic Selling: A no-guesswork process for identifying and closing sales deals. "Blue Sheets" help identify the four buying influences present in every sale, assess each decision-maker's level of receptivity (buyer mode), and determine which actions will enable success.
  • Conceptual Selling: Focuses on the effective management of the individual sales call. "Green Sheets" are used to plan for goal-oriented sales calls or meetings by helping to identify the motivations of each decision-maker and how to relate them to the product.
  • Large Account Management Process: A team-focused approach to retaining and growing existing critical customers. "Gold Sheets" help define strategy and uncover additional opportunities, while developing a strong partner relationship with customers.