In the late 1970’s, Robert B. Miller and Stephen E. Heiman, senior sales directors in large companies,
became frustrated by the inconsistency of their sales people. 
They were being trained but only in manipulative techniques which produced few results. 
Bob and Steve decided to set up as consultants providing high level sales organisations with systematic, repeatable processes that could be used in complex selling situations. 
In developing the Miller Heiman processes, they took a fresh look at purchasing decisions and analysed
what really happens - not in theory but in practice.  They looked at what the best sales people
in a wide range of industries did to be successful and established a pattern. 
All these successful people had one thing in common, they followed a visible and repeatable
selling process for handling their most important accounts. 
The Miller Heiman processes are the distillation of this research into best practice.

Miller Heiman has corporate offices in Reno, U.S.A. (covering the Americas, Canada, and the Pacific Rim)
and in Milton Keynes, UK, (covering Europe, Africa, and the Middle East). 
In the field, we have been able to attract top consultants, each of whom, while a representative/instructor
for Miller Heiman, is essentially running his or her own sales development company.
 Miller Heiman’s relationship with clients provides a unique advantage. 
The participants in a Miller Heiman workshop only focus on real opportunities, bringing with them current account situations for which they develop strategies using Strategic Selling®, Conceptual Selling®,
or Large Account Management Process (LAMP®) concepts.  As a result, salespeople walk out
of the two day sessions with an action plan they can immediately put into effect.

However, Miller Heiman is more than a sales training company, it is a sales process consultancy,
often advising clients on critical business issues.  As Henry J. Cockerill, Senior Vice President for Coca-Cola USA said, “Miller Heiman’s Strategic Selling Strategic Selling® is the finest sales approach I have seen
in over 35 years with the Coca-Cola company - and I’ve seen them all.  It’s targeted directly to the sales organisation’s real needs and meets those needs in an efficient manner.  For our people,
Strategic Selling® has been a  mini-MBA in how to sell major accounts”.