Miller Heiman Group

(11)
3.9 out of 5 stars

Our simple, powerful processes and tools help drive performance, especially when the sales cycle is complex and the marketplace is demanding.

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Showing 11 Miller Heiman Group reviews
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Miller Heiman Group review by <span>Bryan B.</span>
Bryan B.
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"Great programs for sales development."

What do you like best?

The various sales training programs Miller Heiman offers do a great job formalizing concepts that every sales person needs to be successful.

Specifically, the Large Account Management Process (LAMP) does a great job organizing complex client organizations. LAMP plans help sales people identify their strengths and weaknesses as it relates to a particular account. My team often provides peer review of their colleague's LAMP plans. This peer review creates a great environment for team building.

What do you dislike?

One of the struggles I have experienced in sales is that there are no shortage of sales systems that all offer a process to accomplish similar tasks. When working with Miller Heiman, we brought in one of their presenters to train an entire sales force. The presenter did a great job working through the process, but there was never a discussion around the value this provides. Sales people want to be good at what they do, but like any client they want to see value in something that requires time invested. I would recommend that presenters try to focus on the value so that sales teams do not feel they are just being asked to follow another process.

Recommendations to others considering the product

If you are on or lead a sales force and are considering sales training, Miller Heiman offers some great tools to accomplish the development of sales people. I have done self study and had Miller Heiman presenters come into my place of work to learn these skills. I would recommend that if you are considering this, invite a presenter in for formalized training. The different aspects of their program are best learned from someone that has an in depth knowledge of the different aspects of each tool.

What business problems are you solving with the product? What benefits have you realized?

We are using these techniques to accelerate the growth of seasoned sales people. The concepts and processes Miller Heiman have taught the teams I have been on support the critical thinking required to learn without the years of trial and error. As a result of this accelerated understanding of the sales role, orders and overall business growth have been positively impacted.

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Miller Heiman Group review by <span>Dave K.</span>
Dave K.
Validated Reviewer
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"Great for Complicated Sales"

What do you like best?

IT forces to make the weaknesses in your sales opportunity stronger and to solve issues instead of leaving them hanging. This has been extremely beneficial in experiences even after using the product and now at a different company.

What do you dislike?

You have a difficult time keeping momentum moving for the opportunity to close. Sometimes it really is about velocity

Recommendations to others considering the product

Be ready in your organization for the more complicated sale. Unilateral decisions do not fit this model well, but you have a strong tool to use when putting together a sale that can make a major difference.

What business problems are you solving with the product? What benefits have you realized?

We solve payment and payables problems by utilizing the Federal Reserves ACH rails

What Sales Consulting solution do you use?

Thanks for letting us know!
Miller Heiman Group review by User in Building Materials
User in Building Materials
Validated Reviewer
Verified Current User
Review Source

"Miller Heiman Sales Tools"

What do you like best?

Interactive nature of the training. Hands on use. Real world tools and methods

What do you dislike?

Honestly, there is nothing I dislike about the Miller Heimen Sales Courses and online tools.

Recommendations to others considering the product

Miller Heiman's courses gives me the ability to tie our call planning strategy to our opportunity pursuit strategy allowing for better alignment to the buyer’s process and concept.

What business problems are you solving with the product? What benefits have you realized?

For sales, identifying customer needs, as well as tracking project progress

Miller Heiman Group review by <span>Joe S.</span>
Joe S.
Validated Reviewer
Review Source

"Disappointing"

What do you like best?

I liked the integration to the sales process they teach. Reinforcing the training by having it in the CRM is key

What do you dislike?

Everything else. Look, feel, ease of use, integration quality.

Recommendations to others considering the product

Use something more contemporary or custom build off SFDC and other broad BI tools

What business problems are you solving with the product? What benefits have you realized?

Adoption was weak because t was onerous. The intent was increased LCV. We did grow that substantially but the tool wasn't used.

Miller Heiman Group review by User in Legal Services
User in Legal Services
Validated Reviewer
Verified Current User
Review Source

"Miller Heiman Works."

What do you like best?

It provides a great framework to objectively look at prospects, contacts, accounts and opportunities. Great approach on strategy.

What do you dislike?

I only have a minor quibble: there are situations which exist where a single person can occupy 3 or more buyer roles.

Recommendations to others considering the product

We use the books and training.

What business problems are you solving with the product? What benefits have you realized?

MH helped me learn to ask the questions I needed to ask every time. It gave me a repeatable process.

Miller Heiman Group review by <span>Jim T.</span>
Jim T.
Validated Reviewer
Review Source

"Sales Process Review"

What do you like best?

I like the way MH carries you through the sales process and really helps you identify your strengths and weaknesses.

What do you dislike?

Sometimes it feels to broad by trying to use the concepts for all types of businesses.

What business problems are you solving with the product? What benefits have you realized?

Setting up a new sales process with a new team. Sales people help define the process.

Miller Heiman Group review by <span>Javier S.</span>
Javier S.
Validated Reviewer
Review Source

"Miller"

What do you like best?

I think it's a useful tool in helping with being organized

What do you dislike?

I haven't decide yet what I dislike about it.Sometimes it's too much information

What business problems are you solving with the product? What benefits have you realized?

It helps me organize my steps into acquiring new clients

Miller Heiman Group review by User in Information Technology and Services
User in Information Technology and Services
Validated Reviewer
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"Great for the large enterprise sale"

What do you like best?

It was a great tool for engaging enterprise companies with a complex product.

What do you dislike?

Felt limited to only large companies and the overall ability to changes data easily felt limited.

What business problems are you solving with the product? What benefits have you realized?

Challenge of selling a complex product to a complex buyer.

Miller Heiman Group review by User in Computer Software
User in Computer Software
Validated Reviewer
Review Source

"Sales"

What do you like best?

Thorough. Common sense-based approach, not otherwise seen in tech.

What do you dislike?

Can't think of anything. Effective and easy to use.

What business problems are you solving with the product? What benefits have you realized?

Better understanding the sales process and why.

Miller Heiman Group review by <span>Kryz O.</span>
Kryz O.
Validated Reviewer
Review Source

"Transparency across your accounts"

What do you like best?

MH encourages the user to fill in several templates they call bluesheets.

These sheets end up providing a clear direction for the account, who is on your side and who is not. It also provides a clear indication if you have control on the sales cycle.

Great for sales meetings and large account management where you need to have a clear understanding of you accounts.

What do you dislike?

The sheets can take time to fill in. If you have several smaller accounts to look after a large % of you time can be used up with admin. However the results are still very valuable.

Recommendations to others considering the product

Consider what answer you want to get from the bluesheets. They do provide transparency and put down a lot of information stored in sales peoples heads.

Miller Heiman Group review by <span>Eugene C.</span>
Eugene C.
Validated Reviewer
Review Source

"One of the best selling methodologies out there "

What do you like best?

I've used the Miller Heiman strategic selling methodology at multiple companies and have found it to be very effective when salespeople are properly trained on it. There are also salesforce.com plug-ins that integrate the methodology into the CRM -- or you can simply customize your salesforce pages to do something quite similar. Training is definitely critical -- but the best feature of this methodology is the transparency to the account that is shared across the account executive and sales management.

What do you dislike?

Using the MH selling methodology and filling out the 'blue sheet' can get cumbersome if it isn't a strategic account sale

Recommendations to others considering the product

I'd recommend picking and choosing which accounts and opportunities for which to implement this approach -- I've seen salespeople get burned out by trying to do this for everything (and then they just don't do a good job) It's most impactful for business development or highly strategic accounts in larger organizations where there is some deal navigation to do

Kate from G2 Crowd

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