Miller Heiman (Korn Ferry)

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Sales & Marketing Training
1969 Founded
5001-10000 Employees
4,000+ Customers
Los Angeles, CA, USA Headquarters
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Quick Facts

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Website
kornferry.com →
Starting Price
1050
Pricing Model
custom
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unknown days
Company Type
public
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About Miller Heiman (Korn Ferry)

Miller Heiman is one of the best-known names in B2B sales methodology, famous for programs such as Strategic Selling, Conceptual Selling, SPIN Selling Conversations, Professional Selling Skills and the Large Account Management Process (LAMP). Today, this intellectual property sits inside Korn Ferry, a global organizational consulting firm that uses Miller Heiman–powered programs as the backbone of its Sales & Service training portfolio. The combined organization delivers sales training, consulting, research and technology that help companies manage complex opportunities, grow strategic accounts and create differentiated customer experiences.

Korn Ferry, founded in 1969, operates worldwide across consulting, digital products and talent acquisition. Its sales training and enablement offerings sit within its Leadership & Professional Development and Sales Effectiveness practices, and are tightly integrated with Korn Ferry’s broader talent data, assessments and Success Profiles. Miller Heiman’s methodologies are delivered via instructor-led workshops, virtual programs and digital learning, and are reinforced with coaching and tools so that new behaviors stick in the field rather than fading after a one-off class.

To bring methodology into day‑to‑day workflows, Korn Ferry offers Korn Ferry Sell, a sales software solution native to Salesforce and Microsoft Dynamics 365. Korn Ferry Sell embeds Miller Heiman frameworks like the Blue Sheet directly into CRM opportunities, capturing deal data, surfacing risks, recommending next best actions and giving managers visibility into pipeline health and coaching priorities. This creates a closed loop between training, execution and analytics.

Backed by decades of research and billions of talent data points, Korn Ferry has been recognized as a leader in independent analyst evaluations of sales training providers. Organizations choose Miller Heiman–powered Korn Ferry programs when they need a proven, global methodology, consistent language for opportunity and account management, and a partner that can connect sales training to broader talent strategy, assessments and leadership development.

Key Features

Strategic Selling with Perspective - Miller Heiman's flagship opportunity management methodology using the iconic Blue Sheet to win complex, multi-stakeholder deals.

Conceptual Selling with Perspective - call-planning and conversation framework that structures every customer meeting around mutually beneficial outcomes.

Professional Selling Skills - foundational, research-based consultative selling skills for sellers at all levels to uncover and satisfy customer needs.

Large Account Management Process (LAMP) - structured approach for protecting, growing and cross-selling within strategic and global accounts.

SPIN Selling Conversations - question-based methodology focused on uncovering Situation, Problem, Implication and Need-payoff to create urgency and value.

Sales leadership and coaching programs - training for front-line managers and leaders on pipeline management, forecasting, opportunity coaching and performance management.

Blended learning delivery - mix of onsite instructor-led, virtual instructor-led and digital/e-learning formats to reach global sales and service teams.

Role-based, personalized learning journeys - assessments and learner personas used to tailor sales and service curricula by role, region and experience level.

Korn Ferry Sell CRM application - native Salesforce and Microsoft Dynamics app that embeds Miller Heiman methodology into opportunities and account records.

Deal and pipeline analytics - dashboards and scoring that highlight deal health, forecast risk and recommended next actions for sellers and managers.

Integrated coaching tools - guided coaching workflows and visibility into deal strategies so leaders can coach in real time on live opportunities.

Microlearning and reinforcement - bite-sized digital modules and just-in-time content accessible in CRM and learning platforms to sustain behavior change.

Certification and train-the-trainer options - pathways to certify internal coaches and facilitators in Miller Heiman methodologies for scalable internal delivery.

Customer service and experience training - programs for contact centers, technical support and field service teams to create defining moments and loyalty.

Global delivery and localization - content and facilitation in multiple languages with local partners to support multinational rollouts.

Pros & Cons

👍 Pros

  • Proven Miller Heiman methodologies such as Strategic Selling and Professional Selling Skills that have been refined over decades and are widely recognized in enterprise B2B sales.
  • Strong global delivery capability and localization, enabling consistent rollouts for large, distributed sales and service organizations.
  • Tight integration of sales training with CRM through Korn Ferry Sell, which embeds opportunity planning tools and analytics directly into Salesforce and Microsoft Dynamics.
  • Deep bench of experienced facilitators, consultants and coaches who can connect methodology to real-world selling situations and industry contexts.
  • Ability to link sales training with broader talent strategy, assessments, Success Profiles and leadership development through the wider Korn Ferry Talent Suite.

👎 Cons

  • Pricing is typically higher than regional or smaller training providers, and standard rate cards are not published online, which can reduce pricing transparency.
  • Enterprise programs and methodology rollouts can be resource-intensive, requiring significant time commitment and change management from sales leaders and enablement teams.
  • The structure and rigor of the Miller Heiman frameworks may feel complex or overly formal for very small, fast-moving sales teams that prefer lightweight, informal processes.

User Reviews

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Integrations

Salesforce Sales Cloud Salesforce Platform / AppExchange ecosystem Microsoft Dynamics 365 Sales Microsoft Dynamics 365 platform Workday HCM SAP SuccessFactors / SAP HXM Qualtrics EmployeeXM SCORM-compliant client learning management systems Korn Ferry Talent Suite Korn Ferry Intelligence Cloud Pluralsight Skills platform Yoodli AI coaching platform Korn Ferry Nimble Recruit and connected applicant tracking systems Workday Orchestrate / Workday Extend APIs SAP SuccessFactors integration accelerators and out-of-the-box connectors

Best For

Company Size

mid-market enterprise upper-smb

Industries

Technology & SaaS Financial Services Manufacturing & Industrial Healthcare & Life Sciences Business Services Telecommunications

Use Cases

Standardizing a common B2B sales methodology across global teams Improving opportunity management and complex deal strategy Growing and protecting strategic and key accounts Upskilling frontline sellers and managers in consultative selling Embedding methodology directly into CRM workflows via Korn Ferry Sell Onboarding and ramping new sales hires more quickly

FAQ

What is Miller Heiman (Korn Ferry)?

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Miller Heiman (Korn Ferry) refers to the Miller Heiman sales methodologies - such as Strategic Selling, Conceptual Selling, SPIN Selling Conversations and LAMP - that now sit within Korn Ferry's global consulting and digital business. Korn Ferry uses this IP as the foundation of its sales and service training portfolio, delivering instructor-led and digital programs plus CRM-embedded tools like Korn Ferry Sell to help organizations manage complex opportunities, grow key accounts and transform sales performance.

How much does Miller Heiman (Korn Ferry) cost?

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Korn Ferry does not publish standardized global pricing for Miller Heiman-based sales training or Korn Ferry Sell. Enterprise programs are typically priced on a custom basis depending on scope, number of participants, regions, delivery format and technology components, and buyers are expected to engage with Korn Ferry for a tailored quote. As a reference point, some public Korn Ferry Academy workshops list fees around SGD $1,050 for a one-day program and SGD $2,100 for a two-day program, but large-scale corporate rollouts will be significantly higher.

What are the main features of Miller Heiman (Korn Ferry)?

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Key features include flagship methodologies such as Strategic Selling with Perspective, Conceptual Selling and Professional Selling Skills; account growth approaches like LAMP; blended delivery options (onsite, virtual and digital); role-based learning journeys; and strong manager coaching support. In addition, Korn Ferry Sell brings Miller Heiman tools directly into Salesforce and Microsoft Dynamics with opportunity planning sheets, deal scoring, coaching views, microlearning content and analytics that highlight risks and next best actions.

Who are Miller Heiman (Korn Ferry)'s main competitors?

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In the sales and service training space, Miller Heiman-powered Korn Ferry most often competes with other large or specialized providers such as Challenger, Sandler, Richardson Sales Performance, Winning by Design, RAIN Group, FranklinCovey and Corporate Visions. The right alternative depends on whether an organization prioritizes a specific methodology style, price point, geographic coverage, or the degree of integration with CRM and broader talent systems.

Is Miller Heiman (Korn Ferry) good for small businesses?

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Miller Heiman-based Korn Ferry programs can be very effective for smaller sales organizations that sell complex B2B solutions, but the cost and level of process rigor may be more than very small or early-stage companies need. Small businesses with a handful of sellers and simple sales cycles may find lighter-weight training options or more transactional sales programs sufficient. The offering is best suited to organizations that can invest in multi-day training, reinforcement and CRM integration, and that want to build a long-term, scalable sales methodology foundation.

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