The Miller-Heiman framework offers sellers a more effective way to close enterprise sales - deals that involve large decision-making groups and long sales cycles. It’s also known as the Miller Heiman Strategic Selling methodology. The Miller Heiman sales process is a B2B sales methodology developed by Robert Miller and Stephen Heiman. We’ll also look at how you can implement it into your sales process. In this article, we’ll explain the Miller Heiman sales process in detail, including what it is and what sets it apart from other sales methodologies.
There’s a lot on the line, and one misstep could cost you the deal.įortunately, there’s a sales methodology that can help.Įnter the Miller Heiman sales process - a framework that helps your team manage and close complex B2B deals. The thought of closing a large enterprise deal with more than one decision-maker involved can sound intimidating.
