Robert Miller and Stephen Heiman developed a methodology called Conceptual Selling® as a way to manage the various stakeholders and relationships that exist when a B2B transaction is large and complex. Getting familiar with the Miller Heiman sales process The Miller Heiman sales process is a modern approach to selling and a proven methodology for managing complex sales processes. Excellent salespeople are also excellent disruptors. The benefit of research is that, despite the lack of predictability in human behavior, it can close gaps and increase your likelihood of predicting particular reactions based on calculated interventions or disruptions.

Your clients, both real and imagined, have thoughts, perceptions, and unpredictability within their biological makeup. Obvious as it may seem, humans are not, in fact, widgets.

Once implemented, it can make the work of recruiters, trainers, and sales managers much more efficient, as it offers a systematic approach to a seemingly un-systematic element: human behavior. Ultimately, the value of a sales methodology is 1) repeatability and 2) scalability. A great sales methodology will describe the “how,” “what,” and “why” of your sales process, from gathering intel on a client to analyzing their business needs. While similar to a sales process, a sales methodology differs in that it’s a disciplined set of principles and best practices that translate into salesperson actions, as opposed to only mapping out a series of steps that lead to sales success. A sales methodology is the process or framework utilized by your salespeople, enabling them to effectively begin and engage in each phase of the sales process.

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