Strategic Selling and Other Miller Heiman Programs
Associate Bill Kernoczy is a Miller Heiman consultant, trained to deliver the Conceptual Selling® , Large Account Management Process and Strategic Selling® programs, the ultimate in sales process training.
Strategic Selling®
Strategic Selling® (Blue Sheet) helps you identify and convert sales opportunities into closed business.
With most sales opportunities, there are multiple influencers that impact the deal. Do you know who they are? Do you know how to connect with each of these individuals to secure their emotional buy-in?
With Strategic Selling® you'll assess what you know about your clients, discover what you don't know, and learn who and what you need to know to develop a winning solution.
Learn why Ideal Customer Profile, the Sales Funnel, Buying Influences, and Single Sales Objective are philosophies used by top performing sales professionals throughout the world.
Download Strategic Selling brochure
Conceptual Selling®
Conceptual Selling® (Green Sheet) delivers step-by-step tactics for managing all customer interactions, including effective call planning, objection handling, action plan development, and commitment fulfillment.
Conceptual Selling® is call planning for sales managers and sales professionals who want to improve all customer interactions, including phone conversations, face-to-face discussions and email correspondence.
Download Conceptual Selling brochure
Large Account Management Process
Large Account Management Process (LAMP® - Gold Sheet) demonstrates how a team effort toward managing complex accounts helps you win.
Participants learn how to manage cross-functional teams in ways that clarify roles and responsibilities, boost collaboration, increase effectiveness and ensure accountability.
LAMP demonstrates how to best manage and grow large accounts. It also helps you improve relationships between your company and all the individuals within your key accounts.
Download Large Account Management Process brochure
Some Australian Customers who have been trained in Miller Heiman Programs
Mincom, Uecomm, Oxygen, Citect, Honeywell, Novell, Dell
Allianz, AIG, AON, Asia Capital Finance, BNP Paribas,
Synthes, Applied Biosystems, Philips Medical, Siemens Medical,
Coca Cola, Revlon, Lion Nathan, Douwe Egbert, Sony,
Australian Institute of Management ,Thomson Legal, Oliver Wight,
Serco Sodexho, Minter Ellison.
Contact us for further information on Strategic Selling, Conceptual Selling, and Large Account Management Process.