Spotlight on Strategic Selling

In this, the second of my series of articles for the International Journal of Sales Transformation on today’s leading sales methodologies, I want to turn to another long-established approach – Strategic Selling® from the Miller Heiman Group.
Their Strategic Selling methodology is particularly effective in complex B2B sales environments with large decision-making groups and often lengthy and convoluted buying decision journeys. It helps sales people to break down complex situations into manageable components, and to focus on developing mutually beneficial relationships with their clients.
It would take more than a short article to do full justice to the methodology – so I’m going to selectively highlight a few of the concepts that have proven to be particularly useful over the years. Many of them – although they might have appeared to be revolutionary when first introduced – have become now recognised as mainstream thinking…
Ideal Customer Profile
Strategic Selling was