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It focuses on understanding buyer's needs, identifying. Particular strengths (e.g., a certain product feature meeting the customer's need) are marked by weights while problems or difficulties (e.g., a. It focuses on understanding buyer's needs, identifying. Web the better the alignment, the better the performance: Web the miller heiman sales process is a proven framework to ensure that salespeople are thoroughly covering a given account. Web section overview of the miller heiman green sheet: Web the miller heiman sales process, called strategic selling, is a repeatable sales framework for managing complex b2b deals. It is a methodology that goes through the sales process by creating opportunities,.
