Miller heiman
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[edit] Miller Heiman
Miller Heiman is a sales training and consulting firm that was co-founded in 1978 by Bob Miller and Stephen Heiman. It is headquartered in Reno, Nevada, United States and has additional corporate offices in Milton Keynes, United Kingdom and Sydney, Australia.
Miller Heiman engagements are primarily conducted by a channel of independent sales consultants and global distribution partners. Its corporate offices organize the logistics of client engagements, develop materials and provide products and support services to clients.
Miller Heiman’s selling programs focus primarily on implementing sales process to mitigate risk, increase revenue generation and improve customer interaction. The Miller Heiman Sales System is based on the principle that all selling activities begin with the customer’s unique needs and challenges. It is designed to support clients to implement disciplined processes to create and manage opportunities and manage relationships. This involves analyzing deals and accounts, preparing strategies, and identifying specific actions, accountabilities and timelines needed to execute the strategy.
In 1978, Miller Heiman offered one program, Strategic Selling, which later grew to include a robust portfolio of sales process consulting and training solutions. The company has grown mainly through new product innovation and the recent acquisition of a local sales consultancy and long-time distribution partner, Skills Farm Pty Limited.
Recognizing the importance of the role of the salesperson in the success of customer relationship management (CRM) or sales force management (SFA) initiatives, Miller Heiman introduced a tool, Sales Access Manager, to support the salesperson’s need to plan and structure their selling in the most effective way and give a reason to use the CRM system.
