You have to be aware of the fact that in large deals, the number of people you’ll have to analyze could be quite high, so be prepared. In this phase, you step back and look at every individual involved in the client’s buying cycle, and put them into groups based on how much influence, and what kind of influence they hold in the decision-making process.

The Miller Heiman approach to account management has you build and manage relationships with the stakeholders and decision makers by following three steps. It’s about understanding the involved parties’ needs and wants on a grander scale, too. These large, complex B2B deals are about more than just a product. The method focuses on building and managing relationships with the different parties involved, as well as closing the sale. That’s where the Miller Heiman method comes in. The number of people involved in the deal, the length of the sales cycle, and the figures involved in the deal can all be intimidating. If a salesperson approaches a big money deal like this without a reliable, consistent methodology that they are familiar with, they may find themselves overwhelmed by a number of things. This methodology, devised by Robert Miller and Stephen Heiman of the Miller Heiman group, aims to be the most effective way of managing large, complicated B2B deals.ĭeals of this kind usually involve large amounts of money, and almost always require more than one or two people to approve it before it’s closed. It’s considered one of the most proven frameworks for closing a sale. You might also hear it described as Miller Heiman’s Strategic Selling sales methodology. If you’ve been in the sales game for a little while, you may have heard about the Miller Heiman sales methodology.

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