Strategic Selling® Fundamentals

Communicating the Sales Process and Common Language to Non-Sales Roles

Any team member who communicates with clients and prospects, such as client services, accounting, marketing, engineering, and manufacturing has an opportunity to influence the customer's overall experience, improve relationships with buying influences, and identify new opportunities.

People outside of the sales organization directly interact with Technical Buyers and User Buyers on a peer-to-peer level, placing them in a unique position to establish strong relationships and develop new Coaches for your organization. These post-sale relationships often lead to the timely disclosure of company issues and needs that evolve beyond the initial sales call. Leverage these connections by sharing the sales process and common language beyond the sales team.

Miller Heiman's new Strategic Selling® Fundamentals program is a web-based course for non-sales roles. Based on concepts from Strategic Selling®, this course provides an overview of the fundamentals of the Strategic Selling® process and the Blue Sheet sales pursuit tool.

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