Miller Heiman methodology

The Miller Heiman methodology is a strategic sales approach designed to help sales teams understand and manage complex customer relationships. It emphasizes identifying key decision-makers, understanding their needs and motivations, and nurturing long-term partnerships. The process involves analyzing strategic accounts, planning targeted engagement, and aligning sales efforts with customers' business objectives. By using tools like account plans and buyer personas, sales professionals can navigate multi-layered sales environments more effectively, building trust and increasing the likelihood of successful, mutually beneficial outcomes.