Miller Heiman Group Reviews & Product Details

Miller Heiman Group Overview

What is Miller Heiman Group?

Miller Heiman Group is the global leader in providing organizations the sales methodology plus technology to drive revenue. The organization consults with successful brands, both large and small, to implement training, technology and coaching that drastically changes business outcomes. Through a combination of system innovation, unique industry research and proven learning approaches, Miller Heiman Group is future-proofing clients through the next wave of sales disruption. For more information, visit www.millerheimangroup.com.

Miller Heiman Group Details
Languages Supported
Danish, German, English, Finnish, French, Irish, Italian, Japanese, Korean, Dutch, Russian, Spanish, Swedish, Chinese (Simplified)
Product Description

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


Seller Details
Seller
Miller Heiman
Company Website
Year Founded
1960
HQ Location
Chicago, IL
Twitter
@MillerHeiman
5,283 Twitter followers
LinkedIn® Page
www.linkedin.com
526 employees on LinkedIn®

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Miller Heiman Group Reviews

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Sales Enablement Specialist
Computer Hardware
Enterprise(> 1000 emp.)
Validated Reviewer
Review source: G2 Gives Campaign
Describe the project or task the provider helped with:

Our Director of Sales Enablement was certified in training of the Miller Heiman methodology for Blue Sheet and Green Sheet and has been rolling it out to our Worldwide Sales team Review collected by and hosted on G2.com.

What do you like best?

The feedback from each group that was trained has been very positive, despite early skepticism. Each group has found it relevant to their unique sales role. Review collected by and hosted on G2.com.

What do you dislike?

The difficulty to find trainers in different languages. Review collected by and hosted on G2.com.

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Sales Enablement
Enterprise(> 1000 emp.)
Validated Reviewer
Review source: G2 Gives Campaign
Describe the project or task the provider helped with:

Really helps our Sales teams uncover roadblocks in their opportunities. Review collected by and hosted on G2.com.

What do you like best?

Being able to map out opportunities with customers. Review collected by and hosted on G2.com.

What do you dislike?

It's hard to get adoption by seasoned sales reps in the company. Review collected by and hosted on G2.com.

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OC
Enterprise(> 1000 emp.)
Validated Reviewer
Review source: G2 Gives Campaign
Describe the project or task the provider helped with:

They are the standard sales methodology for WDC. Easy to understand and follow. Review collected by and hosted on G2.com.

What do you like best?

That it's comprehensive and easy to understand for our sales and marketing organizations. People without the formal training can understand the processes. Review collected by and hosted on G2.com.

What do you dislike?

Some of the methodology is common sense stuff. They collapse into themselves if you challenge too much of the logic. Review collected by and hosted on G2.com.

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Regional Partner Expert
Enterprise(> 1000 emp.)
Validated Reviewer
Review source: Invitation from G2
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. Review collected by and hosted on G2.com.

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. Review collected by and hosted on G2.com.

Recommendations to others considering the provider:

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. Review collected by and hosted on G2.com.

What problems are you solving with the provider? 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. Review collected by and hosted on G2.com.

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National Sales Manager
Information Technology and Services
Mid-Market(51-1000 emp.)
Validated Reviewer
Review source: Invitation from G2
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. Review collected by and hosted on G2.com.

What do you dislike?

You have a difficult time keeping momentum moving for the opportunity to close. Sometimes it really is about velocity Review collected by and hosted on G2.com.

Recommendations to others considering the provider:

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. Review collected by and hosted on G2.com.

What problems are you solving with the provider? What benefits have you realized?

We solve payment and payables problems by utilizing the Federal Reserves ACH rails Review collected by and hosted on G2.com.

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Sales Manager
Construction
Small-Business(50 or fewer emp.)
Validated Reviewer
Review source: Invitation from G2
What do you like best?

I think it's a useful tool in helping with being organized Review collected by and hosted on G2.com.

What do you dislike?

I haven't decide yet what I dislike about it.Sometimes it's too much information Review collected by and hosted on G2.com.

What problems are you solving with the provider? What benefits have you realized?

It helps me organize my steps into acquiring new clients Review collected by and hosted on G2.com.

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UB
Mid-Market(51-1000 emp.)
Validated Reviewer
Verified Current User
Review source: Invitation from G2
What do you like best?

Interactive nature of the training. Hands on use. Real world tools and methods Review collected by and hosted on G2.com.

What do you dislike?

Honestly, there is nothing I dislike about the Miller Heimen Sales Courses and online tools. Review collected by and hosted on G2.com.

Recommendations to others considering the provider:

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. Review collected by and hosted on G2.com.

What problems are you solving with the provider? What benefits have you realized?

For sales, identifying customer needs, as well as tracking project progress Review collected by and hosted on G2.com.

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Senior Vice President, Sales | NA
Information Technology and Services
Mid-Market(51-1000 emp.)
Validated Reviewer
Review source: Invitation from G2
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 Review collected by and hosted on G2.com.

What do you dislike?

Everything else. Look, feel, ease of use, integration quality. Review collected by and hosted on G2.com.

Recommendations to others considering the provider:

Use something more contemporary or custom build off SFDC and other broad BI tools Review collected by and hosted on G2.com.

What problems are you solving with the provider? 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. Review collected by and hosted on G2.com.

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UL
Mid-Market(51-1000 emp.)
Validated Reviewer
Verified Current User
Review source: Invitation from G2
What do you like best?

It provides a great framework to objectively look at prospects, contacts, accounts and opportunities. Great approach on strategy. Review collected by and hosted on G2.com.

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. Review collected by and hosted on G2.com.

Recommendations to others considering the provider:

We use the books and training. Review collected by and hosted on G2.com.

What problems are you solving with the provider? 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. Review collected by and hosted on G2.com.

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General Sales & Marketing Director
Mechanical or Industrial Engineering
Mid-Market(51-1000 emp.)
Validated Reviewer
Review source: Invitation from G2
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. Review collected by and hosted on G2.com.

What do you dislike?

Sometimes it feels to broad by trying to use the concepts for all types of businesses. Review collected by and hosted on G2.com.

What problems are you solving with the provider? What benefits have you realized?

Setting up a new sales process with a new team. Sales people help define the process. Review collected by and hosted on G2.com.

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UC
Enterprise(> 1000 emp.)
Validated Reviewer
Review source: Invitation from G2
What do you like best?

Thorough. Common sense-based approach, not otherwise seen in tech. Review collected by and hosted on G2.com.

What do you dislike?

Can't think of anything. Effective and easy to use. Review collected by and hosted on G2.com.

What problems are you solving with the provider? What benefits have you realized?

Better understanding the sales process and why. Review collected by and hosted on G2.com.

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UI
Small-Business(50 or fewer emp.)
Validated Reviewer
Review source: Invitation from G2
What do you like best?

It was a great tool for engaging enterprise companies with a complex product. Review collected by and hosted on G2.com.

What do you dislike?

Felt limited to only large companies and the overall ability to changes data easily felt limited. Review collected by and hosted on G2.com.

What problems are you solving with the provider? What benefits have you realized?

Challenge of selling a complex product to a complex buyer. Review collected by and hosted on G2.com.

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Business Transformation
Enterprise(> 1000 emp.)
Validated Reviewer
Review source: Organic
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. Review collected by and hosted on G2.com.

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. Review collected by and hosted on G2.com.

Recommendations to others considering the provider:

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. Review collected by and hosted on G2.com.

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Partner
Venture Capital & Private Equity
Small-Business(50 or fewer emp.)
Validated Reviewer
Review source: Organic
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. Review collected by and hosted on G2.com.

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 Review collected by and hosted on G2.com.

Recommendations to others considering the provider:

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 Review collected by and hosted on G2.com.

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