Alumni Tools

Sales process improvement is an ongoing effort that extends well beyond the workshop event. Alumni coaching modules provide Miller Heiman alumni with on-demand reinforcement and coaching. This is just one way Miller Heiman supports professionals in their efforts to master the craftsmanship of selling.

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For Conceptual Selling Alumni

NEW! Understanding the Buying Influence's Concept
Smart salespeople recognize that they must understand what their customer is looking to accomplish before they offer a solution. In this module, a Miller Heiman sales expert explains how to identify the customer's concept through the use of effective questioning.
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Action Commitments
Sales activities require commitment by both the buyer and the seller. Yet salespeople tend to take responsibility for moving sales forward, asking little of the customer. This module will help you better communicate with your buyer to ensure they are making the necessary commitments to advance the sales cycle.
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Building Effective Questions
Learn how to structure strong and effective questions to ensure you are in line with your customer's concept. In this module, a Miller Heiman sales expert identifies different types of questions and explains how to use questioning for better communication with customers.
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Building a Valid Business Reason
Improve your call back rate from customers and prospects by using a valid business reason (VBR). This module identifies the components of a VBR and shares voicemail examples to demonstrate how to leave more compelling messages that set the call as high priority for the client.
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For Strategic Selling Alumni

Developing Coaches
A Miller Heiman sales expert shares techniques for qualifying coaches within or outside the buying organization who will lead you to the other buying influences and who will give you the information you need to make the sale. Learn how to develop coaches who truly want your success in a specific proposal.
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Identifying and Leveraging Win Results
Sharpen your ability to differentiate between personal wins and organizational results. This module will show you the added power of structuring valuable solutions by teaching you how to better identify the wins and results of your customers.
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Managing Your Funnel
Looking for a way to prioritize and manage your sales activities for a smoother, more consistent sales cycle? This module is the perfect resource to help you manage your selling activities by building a healthy funnel.
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For LAMP Alumni

Focus and Stop Investments
Some selling activities are a great investment of your time, while others may be doing more harm than good. This module helps you differentiate between selling activities that will help your success with large accounts and those that may actually hinder progress.
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Importance of a Charter Statement
A Miller Heiman sales expert explains how a Charter Statement can help both you and your client reach a desired outcome by precisely defining the business relationship that will bring value to both groups.
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Trends and Opportunities
It won't come as a surprise to anyone in business that trends generate opportunities. This module will teach you how to define a trend, and identify the way trends are perceived by the field of play so you can maximize their potential with your key customers.
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