Sales Ready

BE READY to sell more with the most comprehensive skills and methodology training on the market.

Sales Ready includes PSS, SPIN, Conceptual Selling, Strategic Selling, LAMP, CRM Ready and more
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Statistics for average performing sales organizations prove you don’t want to be average.

53

percent

Of reps make quota

39

percent

Forecasted deals are won

21

percent

Annual sales force turnover

Source: CSO Insights

Watch Byron Matthews, president and CEO of Miller Heiman Group, explain how the breadth of skills and methodology training in Sales ReadyTM will empower your selling process and your performance.

The solutions you need, no matter what your need.

We’ve combined the best offerings from Miller Heiman, Huthwaite, AchieveGlobal, Impact Learning Systems, CSO Insights and Channel Enablers for any challenge you may have — from overcoming specific challenges to completely transforming your sales and service organization. Our Sales Ready solution empowers you to Be Ready for every conversation, every phone call and every opportunity. Our approach is unique. No one else does what we do, because no one can.

Putting the customer at the core of everything we do.

For a business to be truly customer-centric, it must have the framework, process and skills to make every customer interaction a success. At the closest point to the customer, you must manage relationships and the opportunities those relationships provide. You must also create more opportunities based on the customer’s needs.

Surrounding your customer relationships and opportunities, your success depends on having the right organizational structure, tools and management to execute your strategy and support the customer experience.

Miller Heiman Group is uniquely positioned to design the capabilities required for you to put the customer at the heart of everything you do.

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The products and solutions you know — now improved and expanded.

SPIN® Selling Conversations. Conceptual Selling®. Strategic Selling®. Professional Selling Skills®. Large Account Management ProcessSM (LAMP)®. The products and solutions you know are still available. By bringing them together, we’ve added value to all of them. And as you can see from the chart below, the combination of these products has led to even more offerings in four general areas: Methodology Training, Sales Training, Sales Leadership and our CRM-Ready Suite.

Sales Leadership

62%: Sales managers who believe their reps need improvement in establishing contact with high-level executives

59%: Sales leaders who grade their adherence to a specific process as random or informal

54%: Sales teams who believe their ability to conduct a thorough needs analysis is in need of a major redesign

Empowering your sales team requires specific tools and resources to coach effectively around professional skills, conceptual thinking and prospecting. That’s why we remain focused on developing sales leadership. Proven market solutions like Professional Sales Coaching, Conceptual Selling Coaching, Strategic Selling Coaching and Buyer Focused Prospecting provide a solid foundation for you and your team to achieve success.

Methodology

63%: Sales organizations that believe their ability to cross-sell and upsell needs major improvement

40%: Sales organizations that believe their ability to renew business needs major improvement

72%: Number of wins that close exactly as forecasted

Our proven methodology products — including Strategic Selling, Conceptual Selling and Large Account Management Process (LAMP) — provide you with the best technologies and strongest skills solutions in the industry. Once you learn these strong selling strategies, you’re empowered to identify viable prospects and have a positive impact on your key buying audiences. You’ll optimize your customer interactions. You’ll communicate more effectively across your sales team. You’ll increase your funnel predictability. And, ultimately, you’ll increase your win ratio.

Skills

34%: Sales teams that believe they could improve their ability to align their solutions with customer needs.

47%: Sales organizations that don’t understand their customers’ buying processes.

62%: Sales managers who believe their reps need improvement in establishing contact with high-level executives.

Our skills training includes proven products like SPIN Selling Conversations, CRM Ready Suite and Professional Selling Skills. We start by teaching your team essential selling skills. This empowers them to ask impactful questions, understand customer needs, handle objections and gain commitment. Then, we’ll show you how to move decision makers to decide faster. That shortens sales cycles, increases sales and increases the quantity of valid opportunities.

CRM-Ready Suite

28%: Sales organizations believe their CRM significantly improves the productivity of their sales people

30%: Sales people claim they are highly confident in the data available from their current CRM

36%: Sales leadership is confident in the adoption of their CRM solution

CRM Ready teaches you to improve visibility, evaluate opportunities, support resource allocation, drive funnel management and much more that’s required for a strong sales foundation. And our technology integrates with the vast majority of major CRM solutions to ensure your CRM software is working for you.

Sales Ready Products

Sales Ready is a collection of the best sales training products ever assembled from a single company. From skills training to large account management to better CRM, these products will enhance your organization’s capabilities to win more customers while maintaining and growing relationships with the customers you already have.

1

CRM Management

CRM Ready teaches you to improve visibility, evaluate opportunities, support resource allocation, drive funnel management and much more that’s required for a strong sales foundation.

Learn more
2

Conceptual Selling®

Provides you with a customer-focused, collaborative planning process for anyone on your team who interacts with customers. Conceptual Selling sets a framework and methodology for good customer interactions that either move an opportunity forward or improve the relationship.

Learn more
3

Large Account Management ProcessSM

Get your key players on the same page and have them focus collaboratively on goals and objectives. LAMP® provides a proven process and structure for sustainable success with key accounts and a customer-focused approach for long-term strategy development.

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4

Professional Selling Skills®

Research-based solutions proven to provide skills to your sales team that will transform them into world-class sales professionals. Professional Selling Skills will get your team geared to deliver high-performance results.

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5

Sales Leadership

Proven market solutions like Professional Sales Coaching, Conceptual Selling Coaching, Strategic Selling Coaching and Buyer Focused Prospecting provide a solid foundation for you and your team to achieve success.

Learn more
6

SPIN® Selling Conversations

Based on a proven approach to deepening sales conversations through advanced questioning skills. The training programs in SPIN Selling provide a comprehensive, structured approach to improving your team’s ability to engage customers with insightful dialogue and plan the best strategy for advancing the sale.

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7

Strategic Selling®

Immediately improve your company’s ability to win complex deals with a consistent approach and sales strategy. Strategic Selling provides proven processes and a common language for consistently winning more deals.

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Delivering Sales Ready for today’s modern learner.

Learners have changed. You need a new approach. There are two challenges, though. First, technology companies don’t have content. Second, old-line companies have intellectual property, but they only deliver it by traditional methods.

Enter Learner Ready — a powerful cloud-based platform that delivers world-class content powered by Intrepid Learning. Our powerful technology offers new learners the flexibility they demand and the leverage to learn how they learn best—in real time with real situations and real opportunities.

To hear more about what Learner Ready can do for you and your team, just click the button below.

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Gain Insight with our Latest Downloads

Read about proven results from one of our customers, understand the top 13 tips for becoming a successful sales leaders or download our latest Sales Best Practice Study from CSO Insights and learn how you stack up to world-class sales organizations.

“PR Newswire has certified a total of 640 associates in Miller Heiman Group around the world since kicking off the program in Q4 2010. Our Field Sales created 335 blue sheets in 2015 for opportunities worth an estimated $18.4 million. The expectations here: Become a master of your craft by living and breathing the Miller Heiman Group’s methodology in all aspects of your sales approach.”

—Jamie LaJoie & Randi Venables, PR Newswire

Sales Ready Newsletters

Sign up for any of our newsletters specifically written for sales professionals and sales leaders. You’ll receive performance tips, case studies, research and thought leadership every month.

Be Ready

Sales Ready is a part of the Be Ready Solutions from Miller Heiman Group. Our products and solutions are inspired by brands like Miller Heiman, Huthwaite, Impact Learning Systems, AchieveGlobal, Channel Enablers and CSO Insights. We invite you to discover all of our powerful products in sales and service performance, talent assessment, learning management, strategy execution, data and insights. Simply click on the overview button below and help your sales and service teams Be Ready to sell more and service better.

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