Whos ultimately responsible for the success/failure when purchasing your product/service Who holds the budgetary/financial responsibility Recognize where the decision will get made. Role: acts as a guide for cross-selling and up-sellingĪ Coach can provide and interpret information about: Which current clients match your Ideal Customer Profile?ĭo you know this person do you need to develop this person?ĭo you know this person do you need additional info? Higher than expected sales force turnoverĬlient has shared their concern as to whether they have the right peopleĬompanies in the midst of a merger or acquisition This is the criteria you will use as a sorting device to prioritize.
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Its not who will buy but who will buy quickly Its not who has a need but who has the greatest need Develop Your Ideal Customer ProfileĬonsider the characteristics of those clients who would have the greatest need for your added product/service:Ĭreate a list of five key characteristics. 4 Steps to More Effective Cross-Selling & Up-Selling Sales and Marketing are aligned in what our customers want and need. Our organization regularly collaborates across departments to manage strategic accounts. The Number One Reason People Dont Cross-Sell Up-Sellįear of losing is the number one reason salespeople do not cross-sell and up-sell more often. The Number One Reason People Dont Cross-Sell Up-Sell Our sales force is very effective at selling new products / services.
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Only 34 percent of top-performing sales organizations report that their customers understand the full breadth of their capabilities, and only 22 percentof all other organizations make the same claim.Ģ008 Miller Heiman Sales Best Practices Study Do your customers understand the full breadth of your capabilities? Grow sales without significant increases in resources Timing for Effective Cross-Selling & Up-SellingĮffectively introduce new products/services to the market Timing for Effective Cross-Selling & Up-Selling This doesn't mean selling one's customers something they don't need it does mean selling one's customers more of something that they do need. (2) a premium version of the seller's solution. (1) additional units of the seller's solution or Typically manifested by the customer's commitment to:
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Making additional relevant solutions available to the buying organization (e.g., new products).Ĭonverting an initial order into a more profitable order. 2009 Miller Heiman Sales Best Practices StudyĪnnual study reveal trends, issues, opportunities in a complex selling environmentģ,900+ sales professionals participated in current studyĮxpanding the number and quality of relationships between key people in the buying organization and the selling organization, and/or Over this time weve evolved into the worlds largest sales performance consulting and training firm and the preeminent thought leaders in the space. We have been in business for more than 30 years. Miller Heiman helps companies and individuals that compete for high-value business-to-business sales develop strategies, processes and skills to consistently win business especially when the sales process is complex and the marketplace demanding. Miller Heiman The Sales Performance Company
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Rich Blakeman - Sales Vice President, Miller Heiman Cross-Selling & Up-Selling:Uncovering Hidden Opportunities