"Unfortunately, many sales reps still see CRM as an administrative task and a mandate that's taking time away from selling. "Today's sales technology isn't helping sellers close more deals," said Byron Matthews, president and CEO of Miller Heiman Group. Scout can be used as a standalone product or integrated with an existing CRM via two-way web services integration to improve data quality. ![]() The combination of proven sales methodology and technology built for sellers addresses many of the frustrations organizations still have with CRMs. ![]() The methodology continues to put the customer at the center and directly addresses the struggle salespeople have to distinguish themselves as trusted partners and problem-solvers in the eyes of buyers. Now called Strategic Selling with Perspective, the methodology includes new approaches that help sales teams bring insights and expertise to buyers throughout the sales cycle. The introduction of Scout comes as part of the biggest update to Strategic Selling in decades. ![]() The subscription-based software utilizes the Strategic Selling Blue Sheet – a strategic analysis tool for managing complex sales – in a cloud-based, mobile-first platform that guides sellers through the methodology and provides suggestions for active opportunities. ![]() Scout by Miller Heiman Group, powered by the Strategic Selling with Perspective sales methodology, leverages data and analytics to predict which seller actions will improve the odds of winning.
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May 2023
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