Price new from used from spiralbound, january 1, 2006 please retry. Any department that will have an ongoing relationship with strategic accounts can. This process provides a road map for strategic customer relationships that have growth potential through the development of a oneto threeyear plan to guide team selling and customer collaboration. Join the 2014 miller heiman sales best practices study, our annual research that identifies the selling behaviors and sales management activities that are statistically tied to driving worldclass sales performance. Part of their success comes from the fact that they share a great deal of the conceptual framework of sun tzus sun tzus rules. The buysell hierarchy, shown in figure 1, below, features five levels that represent an increasingly. Strategic selling introduction to miller heiman methodology. Large account management process explainer video on vimeo. An introduction to the miller heiman sales process. Millerheiman sales tools this clientfocused sales training includes three modules, each of which result in actionable plans. Providing infrastructure and programs to increase sales productivity and drive sales force transformation.
Grow, nurture and protect strategic accounts to create mutually beneficial longterm relationships. Miller heiman is a global leader in sales training and its prestigious bluechip client list is testimony to its. The new successful large account management maintaining and. I have been using this framework among others for many years and was put into a number of trainings sessions for my various companies and employers. The 8 step guide for successful key account management kam. The content of key account management has been studied by many leading researchers such as porter, miller, heiman and mcdonald. Consultants robert miller and stephen heiman developed the buysell hierarchy, and explained it in their 2005 book, the new successful large account management. During a 1hour consultation with brett bonser, find out what your business could achieve by aligning the miller heiman methodology with b2b. Large account management process lamp miller heiman.
Miller heiman is a global leader in sales training and its prestigious bluechip client list is testimony to its success. Strategic selling courses blue sheet sales bdm sales. Large account management processsm lamp reveals how to best manage and grow. This process provides a road map for strategic customer relationships that have growth potential through the development of a oneto threeyear plan to guide team selling and customer collaboration efforts. It is characterised by a close customer proximity, a structured, processoriented and practical approach as well as a continuous development and adaption in line with market changes. Using miller heiman groups gold sheet analysis and strategy, lamp teaches organisations how to build actionable account management plans that ensure success for both sellers and their customers. This includes sales and sales management, as well as postsales support associates such as those in customer service, logistics, and it. Learn how we empower todays sellers for tomorrows opportunities.
Miller heiman expands availability of sales planning and. Large account management process sm lamp demonstrates how to best manage and grow these key accounts. Were embraced by the worlds most successful sales and service organizations because we deliver results no matter what comes next. Large account management process lamp reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. Miller heiman group guides sellers toward a more customercentric management style, helping them successfully. Miller heiman groups large account management process is your roadmap for the lamp system uses the gold sheet to help structure the method, which. Large accountmanagement process strategic planning for protecting and growing key accounts overview large account management process sm lamp reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. You may be juggling different budgetsgoalspromotions. How to hold on to your most important customers and turn them into longterm assets by miller heiman 20031103 jan 1, 1663. Large account management process miller heiman group. Any department that will have an ongoing relationship with strategic accounts can help advance the customer relationship by implementing the large account management processsm lamp.
Backed by more than 150 years of experience and performance and built on several wellknown brands such as miller heiman. It has pioneered several highly respected salesprocess programs, including strategic selling, conceptual selling, large account management process lamp, managers coaching and. Dec 07, 2017 large account management process lamp reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. This process provides a road map for strategic customer relationships that have growth potential. Aug 10, 2010 miller heiman s electronic versions of the strategic sellingr blue sheet, conceptual sellingr green sheet, and large account management processsm gold sheet. How is large account management process miller heiman group abbreviated. The buysell hierarchy, shown in figure 1, below, features five levels that represent an increasingly strategic collaboration between yourself and your customers. A guide to sales methodology miller heiman group australia. Lamp is defined as large account management process miller heiman group very frequently. Support terms and conditions privacy policy terms and conditions privacy policy.
The new conceptual selling download ebook pdf, epub. The ability to build relationships with clients and nurture them into strategic, longlasting accounts hinges on account management. How to hold on to your most important customers and turn them into longterm assets miller heiman. Using miller heiman groups gold sheet analysis and strategy, lamp teaches organizations how to build actionable account management plans that ensure success for both sellers and their customers. Maintaining and growing your most important assets your customers miller, robert b. They are also the authors of the other miller heiman bestsellers, the new strategic selling and the new conceptual selling. From account selection, to research, to a strategic and tactical methodology for gaining access and winning the business, the new successful large account management covers it all. The book that changed the way america does business in 1987 miller heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of. Large account management process spiralbound january 1, 2006 by miller heiman author see all formats and editions hide other formats and editions. Large account management processsm lamp reveals how to best manage and grow strategic accounts by.
Successful large account management by miller heiman, 97807494426, available at book depository with free delivery worldwide. The large account management process also known as lamp helps sellers plan and manage strategic account relationships. The core concepts have been widely debated, but are generally still applicable in todays business world. Conceptual selling sets a framework and methodology for good customer interactions that either move an opportunity forward or improve the relationship. The new conceptual selling download ebook pdf, epub, tuebl. How to hold on to your most important customers and turn them into longterm assets miller heiman series. Sales best practices study miller heiman group cso insights. It is a methodology that goes through the sales process by creating opportunities, managing opportunities, and managing relationships. Welcome to the future of selling miller heiman group. One notable example is the miller heiman large account management process lamp.
They are also the authors of the other miller heiman best sellers, large account management and conceptual selling. Miller heiman group provides the sales training, consulting, technology and research sellers need to stay one step ahead of disruption. Large account management process miller heiman group the gold sheet is designed to assist you in managing your longterm account relationship and is launched from the account record in your crm. The new successful large account management and its selling process lamp is a blueprint the shoe leather sales person can implement themselves. Large account management processsm lamp reveals how to best manage and grow strategic accounts by bringing the entire relationship. Youll learn how to manage crossfunctional teams in ways that clarify roles and responsibilities, boost collaboration. Miller heiman group is a leading name in sales success. Miller heiman sales tools this clientfocused sales training includes three modules, each of which result in actionable plans.
Large account management process training course gold sheet. The miller heiman sales process is a proven framework to ensure that salespeople are thoroughly covering a given account. Successful large account management download ebook pdf. Lamp stands for large account management process miller heiman group. The strategic account plan is designed to help the account management team effectively prepare and stay focused on the customers business objectives and goals to ensure they achieve the planned results, create a consistent experience for the customer, and ultimately identify how they can make a positive impact on the customers business. Sales best practices study miller heiman group cso. Setting an overall strategy for a very large account is difficult. Large account management process explainer video youtube. Any department that will have an ongoing relationship with strategic accounts can help. I use it a lot but in a light kind of way, because i have also my reservations on the way it is. Large account management process training course gold sheet collaborative engagement and development process between customer stakeholders and sales organization to maintain and grow revenues in your key accounts. Large account management process lamp miller heiman group uk. Miller heiman s large account management process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. Miller heiman s electronic versions of the strategic sellingr blue sheet, conceptual sellingr green sheet, and large account management processsm gold sheet.
Large account management processsm who should attend any member of the organization involved in account management. This is a development that enables our global customers to better communicate sales strategies. Jul 04, 2016 i have been using this framework among others for many years and was put into a number of trainings sessions for my various companies and employers. Large account management process lamp miller heiman group.
Latterly he was miller heiman s president, ceo and chairman. Feb 08, 2016 the new successful large account management maintaining and growing your most important assets yo. This critical information defines the strategies that provide longterm customer value and drive consistently superior business results. Sure we have a proud legacybuilt on a combination of the most experienced people in the business and the most trusted solutions in the market, built on historic brands such as miller heiman, huthwaite, achieveglobal, ils and solutions like spin selling conversations, strategic selling, professional selling skills, large account. Using the gold sheet will increase your productivity as well as improve your ability to effectively manage your longterm account relationships. Crm ready suite miller heiman group process integration with crm. Lamp large account management process miller heiman group. The miller heiman systems strategic selling, conceptual selling, and its large account management program are some of the most broadly used selling approaches in the world. This includes sales and sales management as well as postsales support such as customer service, logistics, and it. Miller heiman offers programs worldwide in 20 languages. From legacy training that has shaped organizations around the world to technology that continues to break the mold, weve helped define a complex, multifaceted industry. This allows you to build and sustain successful, customerfocused. This account management process is an excellent framework for key account managers today.
The core of the miller heiman approach involves three steps. Millerheiman and sun tzu sun tzus art of war strategy. Maintaining and growing your most important assets your customers by robert b. The new successful large account management revised.
Please read the information contained in this report for it will help us all be on the same page and move us closer to our objective winning business. Miller heiman large account management process lamp kapta. Large account management process miller heiman group academy. Who should attend any member of the organization involved in account management. The miller heiman group sales system uses a sales approach that has established itself in the international market for more than 30 years. In most businesses, five percent of the accounts bring in over fifty percent of the revenue. Key account management process for abb large motors and. Conceptual selling customerfocused interaction training. Account coaching is focused on mapping the account strategy to the current achievements within an account also from a customers perspective and deriving adjustments or changes regarding account planning and strategy, focus areas, relationship development, etc.