Post on 24-May-2018
SALES PERFORMANCE CATALOGUE2007
ContentsIntroduCtIon. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5
ClIent.lIst. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
Workshops. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
Strategic Selling® .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
Conceptual Selling®.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13
Large Account Management ProcessSM. . . . . . . . . . . . . . . . . . . . . 14
Negotiate SuccessSM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15
Executive ImpactSM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
Channel Partner ManagementSM .. . . . . . . . . . . . . . . . . . . . . . . . 17
Manager’s CoachingSM. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
Train-the-Trainer. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19
Web-Based ReinforcementSM .. . . . . . . . . . . . . . . . . . . . . . . . . . 20
Predictive Sales PerformanceSM. . . . . . . . . . . . . . . . . . . . . . . . . 21
Sales Excellence AssessmemtSM. . . . . . . . . . . . . . . . . . . . . . . . . 21
Funnel ScoreCardSM. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22
Sales Access ManagerSM. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23
Miller Heiman Certified Sales ProfessionalSM .. . . . . . . . . . . . . . . . . 24
engagement.options .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26
events.&.ConferenCes.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28
MIller.heIMan.publICatIons. . . . . . . . . . . . . . . . . . . . . . . . . . 30
benefIts.of.MIller.heIMan.aluMnI . . . . . . . . . . . . . . . . . . . . . . 31
knoWledge.Center .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32
order.forM. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 34
SALES PERFORMANCE CATALOGUE2007
PERFORMANCE
. www millerheiman com
+44.(0)1908.211212. 5
MIller.heIMan:.the.sales.perforManCe.CoMpanyMiller.heiman.is.the.sales.performance.Company .We.help.clients.win.high-value.complex.deals,.grow.key.accounts,.and.build.outstanding.sales.organisations ..
no.one.understands.the.complete.sales.system.or.the.world.of.the.sales.leader.better.than.us .this.has.been.our.sole.focus.and.passion.for.over.28.years .our.network.of.sales.experts.have.led.large.sales.organisations.and our solutions reflect our hands-on experience in the real world.
We understand the urgency companies face to drive revenue. We diagnose your specific problem areas and quickly deploy solutions so you can achieve results. Our solutions have been tested and refined with thousands.of.clients.worldwide
Intro
du
CtIon
UNIQUE
. www millerheiman com
+44.(0)1908.211212. 7
the.CustoMer.Is.our.foundatIonthe.customer.is.at.the.core.of.the.thinking,.philosophy,.and.rigor.that.is.the.basis.of.the.Miller.heiman.sales.system .our.system.focuses.on.selling.to.customers.the.way.they.want.to.buy
froM.sales.leaders,.for.sales.leadersMiller Heiman’s expansive network of consultants have led substantial sales organisations. Our solutions have been. developed. by. sales. leaders. for. other. sales. leaders. and. salespeople,. based. on. what. works. in. the. real.world
praCtICal,.not.theoretICalIn Miller Heiman programmes, you will focus on real customers and real deals. It’s not time out of the field; you.will.work.to.move.one.to.two.real-world.accounts.forward.in.the.sale .each.of.our.solutions.can.be.applied.immediately.to.get.results,.without.wasted.time.and.effort ..
fast,.not.sloWMiller.heiman.has.the.framework.and.resources.to.help.you.diagnose.your.problems,.and.deploy.our.solutions.quickly .the.straightforward,.repeatable.system.equips.you.with.the.tools.to.get.results.quickly.and.consistently .
Intro
du
CtIon
Wo
rks
ho
ps
TRUSTED
. www millerheiman com
+44.(0)1908.211212. 9
our.expertIseMiller.heiman.offers.its.expertise.worldwide.and.supports.it.through.a.global.network.of.more.than.200.sales.practitioners.in.over.25.countries .our.network.possesses.an.average.of.18.years.of.real-world.sales.management.experience, bringing you a deep understanding of your industry-specific challenges and aspirations.
This tightly-integrated network ensures you’re supported by the full reach and resources of Miller Heiman.
leadIng.sales.researChMiller Heiman’s research represents the most comprehensive and statistically-valid study available uncovering trends,.issues.and.challenges.of.sales.organisations.around.the.globe
born. from. the. research,. the.sales. performance. Index,. comprises.250. sales. leaders . this. quarterly.market.indicator provides a barometer of the confidence and performance of sales organisations quarter over quarter. Most importantly, it’s the only index of its kind in the realm of sales excellence to forecast the health and vitality.of.organisations.in.the.coming.months
this.ground-breaking.research.and.Index.continues.to.keep.Miller.heiman.at.the.forefront.of.sales.excellence .It.brings.us.closer.to.helping.our.customers.solve.the.most.pressing.issues.they.are.facing.today.and.will.face.tomorrow .
our.reaCh.and.tenureno.company.has.helped.more.salespeople.achieve.results.than.Miller.heiman .Miller.heiman.has.become.the.trusted.resource.to.more.than.100,000.clients.worldwide .We.continue.to.bring.new.and.innovative.solutions.to our clients, helping them address complex sales issues such as opportunity identification and management, relationship.management,.leveraging.people,.forecasting,.and.more
Miller.heiman.has.published.over.1.million.books.worldwide .We.are.present. in.over.25.countries.and.our.workshops.are.translated.in.over.14.languages .
the.CustoMerthe.customer.is.at.the.inner.core.of.the.Miller.heiman.sales.system .Miller.heiman.provides.an.authentic,.non-threatening,.repeatable.approach.to.selling.to.customers .Whether.you.want.to.address.forecasting.accuracy,.opportunity identification, or relationship management; you must possess a deep understanding of your customer.so.you.can.address.their.needs,.and.in.turn,.build.an.outstanding.organisation
Intro
du
CtIon
10. www millerheiman com
Communicationsacterna.CorporationCingular.WirelessIntermedia.Communicationsnuance.Communicationst-Mobile
Consumer ProductsCoors.brewing.Companyhallmark.Cards,.Inc lego.Companylevi.strauss.&.Co M&M.Marspepsi.usapepsi.bottling.group
Healthcareallegiance.healthcareCovancebeckman.Coulterbergen.brunswighill-romJohnson.&.Johnsonroche.diagnosticsschering-ploughventana.Medical.systems
Business & Professional Servicesarthur.d .little.CeridianCorporate.expressFedEx Kinko’sIntergrated.labling.servicesIron.MountainpricewaterhouseCoopers.llC.
Energyalliant.energyaquila.energyChevron.energy.solutionsfina.oilschlumbergershell.International
Financial Servicesalliance.Capitalbrokeridge.groupfidelity.Canadafidelity.Investmentsge.Capitalprincipal.financial.groupschwab.Institutionalvisa.usaWells.fargo
Industrial & Chemicalbently.nevadaChr .hansendow.Chemicalemerson.process.ControlsGriffith Laboratories Worldwidekla-tencorlockheed.Martin.Corporationpolyone.Corporationscott.specialty.gasessiemens.building.technologiestextron.systems
Insuranceaon.CorporationfM.globalhilb.rogal.and.hobbsWausau.Insurance
Technologyapplied.MaterialseMag.solutionsIngram.Microluminant.Worldwide.CorporationMicrochip.technologyMicrostrategyMicrovisionpairgain.technologiespixelworkssun.Microsystems,.Inc symbol.technologiestektronix,.Inc veridian.engineering
Otheralpha.WirearaMarkbax.globalCompass.groupgrupo.posadashaworthherman.MillerMtv.networksMarriottomni.services,.Inc salof.refrigerationserco.group.plctrader.Media.groupvolt..
With.a.prestigious.client.list.including.kla-tencor,.pepsi,.Charles.schwab,.dow.Chemical,.pricewaterhouseCoopers,.and.Wells.fargo,.Miller.heiman.understands.the.issues.and.challenges.facing.sales.leaders.in.virtually.every.major.industry, from manufacturing and consumer goods, to technology and finance. Below are just some of Miller Heiman’s clients from a wide array of industries and geographies.
Client.list
ClIe
nt.
lIst
+44.(0)1908.211212. 11
Wo
rksh
ops
new.customer.demands.and.expectations.are.requiring.sales.organisations.to.evolve.their.sales.strategy .no.longer.can.sales.organisations.rely.on.being.transactional.order-takers .sales.professionals.must.understand.their customer’s problems on a whole new level and develop solutions for solving those problems.
for.over.28.years,.Miller.heiman.has.been.developing.the.science.of.successful.selling .We.believe.how.you talk to customers is the key, defining factor, which ultimately defines sales effectiveness. Whether it’s developing a plan for finding new opportunities, making great sales calls, or winning new opportunities from. existing. accounts,. Miller. heiman. sales. processes. provide. the. consistency. and. common. language.required.to.increase.sales.results
over.1.million.sales.professionals.throughout.the.world.use.the.Miller.heiman.sales.system .the.reason.for.this is simple, the Miller Heiman Sales System works. It’s intuitive, straightforward, and genuine.
WORKSHOPS
12. www millerheiman com
Wo
rks
ho
ps
the.overvIeWStrategic Selling®.helps.you.identify.and.convert.sales.opportunities.into.closed.business
extending.beyond.the.one-to-one.relationship.and.call.planning.skills.of.Conceptual Selling®,.Strategic Selling®.helps.you.discover.the.full.sales.opportunity.that.your.prospect.represents .With most sales opportunities, there are multiple influencers that impact the deal. .do.you.know.who.they.are?.do.you.know.how.to.connect.with.each..of.these.individuals.to.secure.their.emotional.buy-in?
With.Strategic Selling® you’ll assess what you know about your clients, discover what you don’t know,.and.learn.who.and.what.you.need.to.know.to.develop.a.winning.solution .learn.why.Ideal Customer Profile, the Sales Funnel, Buying Influences, and Single Sales Objective are philosophies.used.by.top.performing.sales.professionals.throughout.the.world
Why.you.should.attendStrategic Selling®.is.designed.for.sales.management.and.sales.professionals.in.complex.selling.environments,.which.usually.have.multiple.decision.makers.and.long.sales.cycles
• Do you know how to work with all the buying influences within a specific sales opportunity?• Can you convert those influences to become advocates of your solution?• Does your sales organisation lack a consistent approach for winning business?• Do you want to strengthen visibility into your pipelines and improve forecasting?• Is your sales team frustrated by complex accounts with several decision makers?
WHAT YOU’LL LEARN• Communicate with a simple sales language• Use a universal sales process adaptable to any sales situation• Identify the buying influences present in every sales opportunity• Focus your selling efforts on areas that matter most• Overcome obstacles that can derail your sale• Create a result that’s good for you and the customer• Convert your prospect’s buying influences to work in your favour
hoW.you.and.your.organIsatIon.WIll.benefItthe.Strategic Selling®.process.provides.a.straight-forward.road.map.that.helps.salespeople.tie actions to strategies, enabling them to more effectively navigate today’s complex selling environment .through.a.consistent.and.structured.process.and.sales.language,.sales.organisations.the.world.over.have.turned.current.and.prospective.clients.into.long-term.business partners; and have increased their sales force efficiency and effectiveness.
• Increase close ratios by identifying, influencing, and inspiring all the decision makers . in.your.pipeline• Shorten sales cycles by implementing practical field-ready strategies, including realistic
action.plans.and.timetables• Gain visibility into your sales organisation in order to improve pipeline forecasting, .
resource allocation, and communication between management and the field• Unify your sales organisation with a universal sales process that is simple and intuitive, .
while.winning.business.and.creating.customers.for.life
“Strategic Selling® brings.
a.whole.new.dimension.to.
professionalising.sales.and.
selling.”
serco.group.plc
Strategic Selling®
+44.(0)1908.211212. 13
Wo
rksh
opsthe.overvIeW
In.every.sales.cycle.there.are.critical.points-of-impact.where.what.you.say.and.how.you.say.it can dramatically influence the outcome of the deal. It begins with your first sales call and continues.with.every.communication.you.have.with.your.prospect
are.you.prepared.to.consistently.move.your.sale.toward.a.close?.are.you.aligning.with.the.exact.interests.and.needs.of.your.prospect?.are.you.using.your.unique.strengths.to.create.differentiation.and.value?.
Conceptual Selling®.delivers.step-by-step.tactics.for.managing.all.customer.interactions,.including.effective.call.planning,.objection.handling,.action.plan.development,.and.commitment.fulfillment.
Why.you.should.attendConceptual Selling®.is.call.planning.for.sales.managers.and.sales.professionals.who.want.to.improve.all.customer.interactions,.including.phone.conversations,.face-to-face.discussions.and.email.correspondence
• Are you differentiating yourself based on your unique strengths?• Are you getting commitment with every interaction?• Can you separate customer objections from basic issues?• How are you handling customers that won’t commit?
WHAT YOU’LL LEARN• A universal framework for managing customer interactions• Simple, concise sales language for strengthening communication between .
yourself,.the.prospect,.and.sales.management• The Sales Call Plan (Green Sheet)—a tactical, hands-on plan for advancing every sale . toward.close• The single most important accomplishment you should achieve during each . customer.interaction• The right questions to ask that will move your sale forward• Your customer’s perceptions and what motivates them to buy
hoW.you.and.your.organIsatIon.WIll.benefItConceptual Selling®.fosters.a.customer-centered.culture.by.focusing.on.why.a.client.is.really.buying. You are able to quickly determine if there is a fit for your products and/or services, resulting.in.more.effective.sales.calls.and.a.more.productive.sales.force
• Increase close ratios by building win-win relationships with prospects• Shorten sales cycles by using proven techniques to move the sale forward• Develop a sales organisation that consistently uses the right tactics for building long-term
relationships.with.clients• Your salespeople will have a valid business reason for every customer interaction
“Conceptual Selling®.shows.you.
why.customers.buy.and.what.
motivates them to buy from you.”
.serco.group.plc
Conceptual Selling®
14. www millerheiman com
Wo
rks
ho
ps
the.overvIeWLarge Account Management ProcessSM
(LAMP®).demonstrates.how.a.team.effort.toward.managing.complex.accounts.helps.you.win .participants.learn.how.to.manage.cross-functional.teams.in.ways.that.clarify.roles.and.responsibilities,.boost.collaboration,.increase.effectiveness.and.ensure.accountability .
recently.updated.and.revised.this.programme.helps.you.manage.and.grow.accounts.considered.strategic.to.you.and.your.company .It.also.helps.you.improve.relationships.between.your.company.and.all.the.individuals.within.your.key.accounts
LAMP®.shows.you.how.to.position.yourself.with.senior.people.in.the.buying.organisation.and.deliver the results that matter most. You’ll work with your own, real-world accounts to establish realistic.revenue.targets.and.devise.detailed.action.plans.to.reach.your.goals
Why.you.should.attend• Can you connect all of the relevant players from your organisation and that of your customer’s?• Has your sales organisation had trouble extracting the full potential out of your . largest.accounts?• Is your account turnover rate too high?• Are you ineffectively allocating your sales organisation’s time and resources?
WHAT YOU’LL LEARN• Analyse your current position to identify discrepancies and develop a shared vision • Identify appropriate players on your selling team and how they function• Document multi-year plans to manage your key accounts and uncover key resources to
gather.data.about.your.account.• Learn methods of determining your account’s revenue potential and how it impacts your
selling.strategy• Learn how your customer’s perception of “higher position” decreases price sensitivity and
competitive.threats• Understand how to set clearly defined sales goals with measurable results
hoW.you.and.your.organIsatIon.WIll.benefItIn.most.businesses,.the.top.5.percent.of.accounts.generate.more.than.50.percent.of.a.company’s revenue. LAMP®.offers.sales.executives.collaborative.strategies.and.approaches.to.help.target,.obtain.and.manage.key,.strategic.accounts
• Grow your client relationships by providing value where it is needed most• Get meaningful, lasting results • Allocate your resources more effectively with key accounts• Get accountability with all members of your team • Increase account retention and long-term stability and growth• Define and map your largest accounts into manageable segments
Large Account Management ProcessSM
“The quickest way to unravel the
mysteries.of.successful.large.
account management.”
aon.risk.services.International
+44.(0)1908.211212. 15
Wo
rksh
opsthe.overvIeW
Are you involved in complex selling environments and often find yourself discounting your product or services? Consider attending Miller Heiman’s seminar, Negotiate SuccessSM. .this.instructor-led.seminar.provides.sales.professionals.a.universal.framework.and.common.language.necessary.for.successful.negotiations .
Miller.heiman.has.partnered.with.the.leading.negotiations.experts,.accordence,.to.create.a.simple.and.intuitive.framework.for.managing.negotiations,.which.can.be.used.at.every.key.step.of.the.sales.process
Complex.sales.situations.must.be.navigated.by.sales.professionals.who.know.how.to.successfully.handle.every.challenge .Negotiate SuccessSM..provides.proven.methods.to.overcome.objections.without.relying.on.price.as.the.solution .this.programme.is.a.non-manipulative,.customer-focused.process.of.ensuring.both.sides.win,.which.leaves.your.company.in.a.stronger.position.for.future.opportunities
Why.you.should.attend• Are you frustrated at coming out of negotiations in a losing position?• Do you find your customers haggling with you over price?• Are you losing business to competitors?• Are you intimidated by challenging negotiating situations?• Do you feel ill prepared for certain negotiations?
WHAT YOU’LL LEARN• Negotiate on value, not just price• Achieve win-win solutions that fit both parties’ interests and needs• Prepare with a simple framework that recognises your client’s goals as well as your own• Use a common language to improve communication of the entire sales organisation• Anticipate challenging situations to overcome difficult negotiating scenarios
hoW.you.and.your.organIsatIon.WIll.benefItyou.will.learn.a.strategic.framework.to.prepare,.conduct,.and.review.negotiations .the.result.is.an.increased.ability.to.understand.and.plan.different.phases.of.a.negotiation,.test.assumptions,.incorporate.personal.negotiating.style,.and.experiment.with.alternatives .Negotiate SuccessSM. improves.your.ability.to.negotiate.better.deals.that.are.more.closely.aligned.with.revenue.objectives
• Increase confidence and competence to successfully negotiate in any situation• Create win-win outcomes by giving your clients what they need without giving in• Increase profitability by reducing the amount of money left on the table• Gain long-term stability from strengthened business relationships • Win business consistently — using a common framework, the entire sales organisation can
produce.consistent,.positive.results.in.their.negotiations
Negotiate SuccessSM
“Negotiate SuccessSM.helps.you.
understand.that.negotiation.
begins.at.the.start.of.the.sales.
cycle.and.continues.throughout.
the.sale .because.the.course.
reinforces.the.sales.language.and.
sales process of Miller Heiman, it’s
a.valuable.resource.in.developing.
exceptional.sales.organisations.
that win business consistently.”
.schwab.Institutional
16. www millerheiman com
Wo
rks
ho
ps
the.overvIeWExecutive ImpactSM.is.the.only.executive.selling.workshop.that.helps.you.sell.the.way.executives.want.to.buy
how.much.time.and.effort.have.you.lost.chasing.down.opportunities.that.were.lost.in.the.end.because.an.executive.denied.your.proposal?.you.can.make.an.impact.with.senior.executives.by.doing.three.things.very.well:.
• Quickly and effectively gain access to the senior level decision maker• Identify how the executive processes information to make the most important decisions• Influence the executive’s decision by tailoring your approach to make the most impact with the
executive’s decision making styleExecutive ImpactSM is the first executive selling workshop that is based on empirical data resulting.from.an.exhaustive.two-year.research.study.involving.nearly.1,700.key.executive.decision makers. The study reveals five distinct executive decision-making styles.
• The Charismatic.is.motivated.by.new.ideas.that.will.keep.the.company.competitive• The thinker.takes.time.to.think.things.through.and.avoids.risk.• The skeptic.is.inherently.mistrustful.and.worries.about.not.winning• The follower.looks.for.proven.ways.tested.already.by.themselves.or.others.• The Controller likes to avoid change unless it is his/her own idea
With.Executive ImpactSM, you’ll win more business by selling more effectively to each of these decision-making.styles
Why.you.should.attendResearch shows that salespeople who are reaching the executive decision maker still aren’t making.an.impact .executives.report.that.more.than.half.of.the.salespeople.they.meet.with.are.ineffective at getting them to say, “yes” to the proposal.
WHAT YOU’LL LEARN• Secure meetings with high-level executives• Identify each of the five decision-making styles• Develop strategies for before, during, and after each executive-level interaction• Adapt your selling style for maximum impact• Tailor your selling efforts when multiple decision styles are involved• Develop a tool kit designed for influencing a specific executive’s decision-making style to
move.the.sale.forward• Assemble your team in a way that best compliments your customers’ decision-making styles
to avoid conflict and speed decisions along
hoW.you.and.your.organIsatIon.WIll.benefIt• Learn a repeatable process to prepare you for every executive-level sales call• Work on your own real-world situations involving upcoming executive meetings• Achieve better close ratios, shorter sales cycles, and less discounting• Gain credibility and tighter relationships with executive decision makers• Equip yourself with a worksheet tool, which will help you determine the appropriate
resources, timing, and method required to persuade each executive’s decision-making style
Executive ImpactSM
“Winning the decision of key
executives is critical in today’s
marketplace .learning.how.
executives.make.decisions.and.
teaching.our.sales.force.to.tailor.
information.based.on.these.
styles,.has.raised.the.emotional.
intelligence.required.to.win.more.
business.”
araMark.healthcare.Management.services
+44.(0)1908.211212. 17
Wo
rksh
opsthe.overvIeW
Today, companies count on their channel partnerships to maximise profits, increase market penetration,.and.enhance.customer.satisfaction .businesses.must.take.channel.relationships.to.the next level by creating mutually beneficial solutions that focus on win-win strategies.
Channel Partner ManagementSM discusses, validates and commits to specific goals and processes.to.help.sales.organisations.and.their.channel.partners.achieve.those.objectives
the.Channel Partner ManagementSM..process.improves.the.management.of.your.channels.for.efficiency and effectiveness. It helps your business better optimise channel partnerships, and focus these relationships toward mutual profitability. This process provides everything you need.to.implement.a.viable.action.plan.designed.to.produce.results
Why.you.should.attend• Are channel relationships part of your overall sales strategy?• Are you unsatisfied with the effectiveness of your channel relationships?• Are you searching for a proven method to maximise the ROI from your channel relationships?• Would you like to increase loyalty from your partners and differentiate your organisation from
your.competition?
WHAT YOU’LL LEARN• Ensure alignment of your long-term strategies with your partners• Develop strategic and tactical initiatives to achieve these goals• Assess the relationship’s importance to the partners• Gain commitment from partners for revenue goals and sales objectives• Provide channel partners the tools and support they need to achieve their revenue targets• Minimise competitive vulnerabilities• Learn how to build partner loyalty
hoW.you.and.your.organIsatIon.WIll.benefItthe.Channel Partner ManagementSM process helps organisations improve the efficiency and effectiveness of their channel relationships. By focusing on mutually-beneficial partnerships and.win-win.strategies,.the.programme.helps.businesses.take.their.channel.relationships.to.the.next.level .through.this.process,.both.parties.are.able.to.mutually.set.expectations,.and.focus.resources.to.maximise.their.return.on.investment
• Improve the efficiency and effectiveness of channel relationships• Achieve win-win strategies• Maximise your return on investment• Increase “mind share” and build partner loyalty
Channel Partner ManagementSM
“Channel Partner ManagementSM.
showed.me.how.to.manage.my.
channel.relationships.more.
strategically.and.how.to.gain.
alignment.from.my.partners.up-
front.”
raindance
18. www millerheiman com
Wo
rks
ho
ps
the.overvIeWhow.do.you.protect.your.investment.in.sales.training?.how.do.you.ensure.your.sales.organisation.is.consistently.using.the.concepts.and.processes.of.Strategic Selling®.for.consistently.winning.business?
With.Manager’s CoachingSM, you’ll learn to reinforce Miller Heiman sales process, while learning.effective.tools.for.improving.overall.funnel.management.and.forecasting.accuracy .
Why.you.should.attend• Searching for a proven method to increase your return on investment?• Would you like to know where in your sales organisation more help is needed to .
increase.effectiveness?• Having trouble achieving results, but you don’t know why?• Would you like to achieve results more quickly?
WHAT YOU’LL LEARN• Establish a framework for common goals, a common language and a consistent . sales.process • Analyse the progress of Miller Heiman strategies and offer productivity-enhancing insights
based.on.these.evaluations• Lead Sales Funnel reviews that provide valuable insights and accurate forecasts• Identify areas where hands-on coaching will deliver the greatest returns• Help sales teams focus on what’s relevant, and avoid false starts and dead ends• Document sales processes, so successes can be repeated• Use common vocabulary to facilitate communication with action plans with timetables
hoW.you.and.your.organIsatIon.WIll.benefItthe.Manager’s CoachingSM programme.shows.sales.leaders.how.to.quickly.identify.opportunities.to.coach.their.salespeople.to.achieve.desired.results .It.also.provides.an.ongoing.management.support.process.to.reinforce,.analyse,.and.provide.feedback.on.sales.force.effectiveness.to.senior.sales.management
• You will get the tools you need to become a more effective sales manager• The programme can be put to work right away so you can see results immediately• Get a proven framework that will increase your sales force effectiveness• The programme delivers both short- and long-term performance boosts• Increases your ability as a sales leader to reinforce and provide feedback on the progress of
your.sales.team
Manager’s CoachingSM
eventsMiller.heiman.events.are.part.of.a.range.of.resources.that.complement.our.world-class.sales.system .We.offer.events.that.are.focused.on.the specific needs of the title.and.functional.levels.we.engage.with.to.help.improve.sales.effectiveness.and.performance
+44.(0)1908.211212. 19
Wo
rksh
opsthe.overvIeW
leader.training.Institutes.(ltI).are.part.of.a.multi-step.process.to.prepare.and.license.sales.leaders.to.conduct.Miller.heiman.programmes.in-house,.while.ensuring.the.integrity.of.the.programmes .our.train-the-trainer.programmes.allow.you.to.become.a.Miller.heiman.Client.associate.by.attending.an.intensive.four-day.programme.for.each.selling.process.to.be.implemented. Currently, certification is available for Strategic Selling®, Conceptual Selling®, LAMP®, Channel Partner ManagementSM, Executive ImpactSM, Manager’s CoachingSM for Strategic Selling®, Manager’s CoachingSM for Conceptual Selling® and Negotiate SuccessSM.
• The programmes can be tailored to your organisation through the use of specific examples and.sales.experiences.
• Your organisation can run smaller, more cost-effective programmes• Delivery of the programmes may coincide with other sales events and can be integrated with
other.sales-oriented.training.procedure.or.education
having.Client.associates.throughout.your.organisation.accelerates.buy-in.and.ensures.the.consistent.use.of.the.process .due.to.their.in-depth.knowledge.of.the.concepts,.Client.Associates can also tailor the training sessions to meet your organisation’s specific needs, and your.sales.force.can.be.given.regular.follow-up.training.when.appropriate.and.convenient
Who.should.attendAll attendees should meet the following qualifications:
• Have experience as a successful sales representative• Currently hold a sales leadership position within their organisation• Have a proven ability to grasp new concepts quickly• Have strong peer credibility within their organisations• Possess superior interpersonal and presentation skills• Have ambitions within their organisations and have been identified by superiors as having
the.potential.to.grow.and.add.value.within.their.sales.force• Actively support Miller Heiman processes• Have the desire to teach Miller Heiman processes
WHAT YOU’LL LEARN• Discuss programme concepts in depth• Learn to introduce and develop each concept• Design your own teaching plans• Rehearse teaching each of the concepts• Discuss concepts and programme implementation• Develop individual teaching plans and practice concept instruction• Receive teaching tips and suggestions for assuring successful programmes from a .
Miller.heiman.coach• Receive support from Miller Heiman during your first programme
Train-the-Trainer
keynotesMiller.heiman.keynote.presentations.provide.thought-provoking.and.actionable.content.designed.to.make.your.next.conference,.association.event,.sales.or.executive.team.meeting.more.effective .these.sessions.are.quality.keynote.presentations.delivered.by.professional.level.speakers.who.are.industry.experts,.addressing.topics.relevant.to.sales.leaders.and.the.success.of.their.teams
Miller.heiman.keynote.sessions.can.include.a.relevant.programme.deliverable.such.as.a.copy.of.a.Miller.heiman.book,.white.paper,.or.research.report .the.sessions.are.adaptable.to.meet.your.company’s specific needs.
20. www millerheiman com
Wo
rks
ho
ps
the.overvIeWhow.do.you.protect.your.investment.in.developing.your.sales.organisation?.Web-Based ReinforcementSM supports Strategic Selling®, Conceptual Selling®, and Large Account ManagementSM (LAMP®),.by.helping.assess.retention.of.the.Miller.heiman.sales.process,.while.reinforcing.key.concepts.learned.during.instructor-led.programmes
providing.sales.management.with.visibility.into.the.retention.of.key.concepts,.Web-Based ReinforcementSM.ensures.that.sales.professionals.are.using.the.Miller.heiman.sales.process.at the field-level to consistently win business. It also helps sales management understand the strengths.of.their.sales.team,.while.identifying.areas.for.improvement
Why.Web-based ReinfoRcementsm.Is.rIght.for.you• Are you searching for ways to improve your sales performance?• Have you implemented Miller Heiman processes and want to maximise your investment?• Would you like more visibility into how effectively your sales organisation is applying . sales.processes?• Is your sales organisation in need of reinforcement of sales processes and concepts?
WHAT YOU’LL LEARNthis.progressive.system.of.assessing.and.reinforcing.programme.concepts.with.your.sales.force.is.convenient.to.use.and.easy.to.implement .Web-Based Reinforcement’s detailed.reports.measure each salesperson’s retention and understanding of key concepts, indicate areas of strength,.and.uncover.areas.for.improvement
• Measure the knowledge and effectiveness of your sales force• Improve the ability of salespeople to apply principles to complex sales.
opportunities,.sales.call.plans.and.key.account.relationships• Pinpoint specific selling behaviours and skills that need improvement• Reinforce common language and process within the organisation• Assess facilitator effectiveness
hoW.you.and.your.organIsatIon.WIll.benefItWeb-based.reinforcementsM helps companies maximise the investment they’ve made in the Miller.heiman.sales.processes .It.provides.ongoing.coaching.and.learning.without.the.need.to remove your team from the field. Managers are able to gauge specific selling behaviours in their sales teams that could benefit from additional coaching.
• Increase comprehension and execution of sales processes throughout .he.entire.sales.organisation
• Maximise your investment in sales organisation excellence• Get remote and ongoing coaching and learning without the need to remove .
your team from the field• Maintain the momentum of original process implementation while protecting .
and.enhancing.your.investment• Know exactly where attention is needed and where you are succeeding
Web-Based ReinforcementSM
“Web-Based ReinforcementSM.is.a.
fantastic.way.to.help.organisations.
put.into.practice.the.principles.of.
Miller.heiman .our.sales.managers.
now.have.an.innovative,.consistent.
method for coaching their teams.”
alliant
+44.(0)1908.211212. 21
Wo
rksh
ops
Predictive Sales PerformanceSM
the.overvIeWImagine.if.you.could.predict.results.before.they.happen .With.Predictive Sales PerformanceSM
by Miller Heiman, you’ll gain the visibility within your organisation to actually predict who.within.your.sales.organisation.will.become.a.top.performer .you.can.even.predict.the.performance of new salespeople joining your organisation before they’re hired.
Predictive Sales PerformanceSM.is.a.web-based.process.that.is.used.to.evaluate.your.sales.organisation.against.benchmarked.standards
Predictive Sales PerformanceSM.provides.a.25.to.30.percent.better.chance.of.correctly.selecting.an.effective.employee.versus.interviewing.alone .as.a.result,.precious.recruiting.and.development resources are used to maximum efficiency.
Why.you.should.attendPredictive Sales PerformanceSM.is.designed.to.help.managers.better.identify,.train,.and.retain.an.exceptional.sales.organisation .
• Is undesirable turnover in your sales force too high? • Do you hire new sales professionals with unpredictable results? • Are the roles of your sales force constantly changing? • Do you know whose talents would be most useful during a corporate restructuring?
What.It.MeasuresPredictive Sales PerformanceSM evaluates the talent within your existing field sales force, including.new.sales.professionals.joining.your.company
• Identify strengths and weaknesses of individuals and of the entire sales organisation • Allocate training and coaching on key areas that matter most • Identify backups for key positions • Identify the key strengths of candidates before you hire them and predict which candidates
will.become.top.performers.and.why.• Build internal teams based on individual strengths that win business consistently
Sales Excellence AssessmentSM
the.overvIeWThe Miller Heiman’s Sales Excellence AssessmentSM.measures.the.current.strengths.and.weaknesses.of.each.individual.in.your.sales.force .this.data.is.then.benchmarked.against.the.most.critical.sales.skills.unique.to.your.company.and.selling.environment .the.results.of.the.Sales Excellence AssessmentSM.enables.you.to.prioritise.where.development.is.needed
these.are.the.8.key.competencies.the.assessment.measures:.
• Targeting • Prospecting • Qualifying • Executing Sales Strategies • Negotiating • Closing the Sale • Delivering the Solution • Account Management
the.full.assessment.report.reveals.a.more.detailed.look.at.how.these.eight.competencies.break.down.further.into.17.critical.skills .We.also.provide.team.summaries.for.an.additional.view.of.the team’s overall capabilities.
When.the.Sales Excellence AssessmentSM.is.used.in.combination.with.Predictive Sales PerformanceSM you learn not only your teams’ capabilities but also if you have the right people in.the.right.places.in.your.organisation
22. www millerheiman com
Wo
rks
ho
ps Funnel ScoreCardSM
the.overvIeWFunnel ScoreCardSM.is.a.process-based.methodology.for.helping.sales.organisations.quickly.and.systematically.identify.the.best.opportunities.to.pursue .It.provides.fact-based.decisions.around.resource.allocation.and.time.management,.resulting.in.better.win.ratios.and.more.productive.sales.funnels
Funnel ScoreCardSM .is.an.advanced.module.of.Strategic Selling®.and.the.Ideal.Customer.Profile concept. This instructor-led methodology is a series of hands-on workshops, which identifies the best practices of your organisation’s top performers and the criteria they use to successfully.identify.and.win.new.business.opportunities
every.organisation.has.its.own.selling.model,.which.produces.winning.results .the.key.is.to.identify.the.objective.criteria.from.this.model .the.Funnel ScoreCardSM
then.provides.a.powerful.coaching.tool.that.ensures.the.entire.sales.organisation.is.consistently.applying.these.standards.to.opportunity.development .
With.Funnel ScoreCardSM your sales force has a field-ready process to define, score, and rank which.opportunities.require.sales.activities.and.resources .no.more.wasted.time.chasing.down.poor.sales.opportunities .With.Funnel ScoreCardSM you’ll increase the efficiency and effectiveness of your sales organisation’s ability to consistently win profitable business.
hoW.your.sales.organIsatIon.benefItsFunnel ScoreCardSM
.allows.a.sales.organisation.to.spend.more.time.in.front.of.the.right.customers.to.win.business.fast
• Focus selling time on the right opportunities and actions that will close business, .thus.shortening.sales.cycles
• Consistently evaluate opportunities in all phases of the sales funnel• Improve communication and decision making around sales opportunities• Increase forecasting accuracy through enhanced funnel integrity
REINFORCE YOUR COMPANY’S SALES PROCESSFunnel ScoreCardSM
. is based on Miller Heiman’s winning sales methodology, Strategic Selling®
• Apply a rigorous Ideal Customer Profile methodology to all sales opportunities pursued to ensure you’re putting the right people and resources on the opportunities that have the highest.probability.of.winning
• Replicate the knowledge and strategy of top sales performers throughout the . sales.organisation• Easily leverage won/lost analysis to better identify strengths and eliminate future red flags• Establish performance metrics at key stages of your sales process• Enhance sales process consistency with the implementation of a common language
real.World.sellIng.strategIeslike.all.Miller.heiman.sales.methodologies,.Funnel ScoreCardSM is genuine. It’s based on your company’s real-world selling environment. No manipulation. No gimmicks. Just a straightforward,.honest.approach.to.selling
• Learn a repeatable process for finding the right business to pursue• Apply a proven methodology to work through your own accounts to develop . winning.solutions• Develop an action plan you can put to work immediately• Establish criteria for what goes into your funnel and what doesn’t
the.sales....................perforManCe.JournalMiller.heiman.is.a.thought.leader.and.innovator.in.the.strategy,.process.and.skills.training.necessary.to.drive.sales.performance .We.have.an.active.research.and.publishing.agenda.that.helps.us.stay.current.on.important.developments.in.the.world.of.sales.so.we.can.provide.the.best.advice.possible.to.our.clients .please.feel.free.to.browse.our.online.knowledge.Center,.download.articles.and.register.for.alerts.that.will.help.you.and.your.company.win.more profitable business.
+44.(0)1908.211212. 23
Wo
rksh
opsthe.overvIeW
Miller Heiman’s Sales Access ManagerSM.integrates.the.planning.worksheets.of.the.popular.Strategic Selling®, Conceptual Selling®,.and.Large Account Management ProcessSM.methodologies.into.CrM.platforms,.and.contact.management.systems .this.winning.combination.provides.the.tools,.information,.and.ease-of-use.required.to.help.you.consistently.win.more.business .
Sales Access ManagerSM.provides.sales.management.visibility.to.sales.opportunities.and.required.actions.throughout.the.sales.organisation .account.updates.are.more.productive.by.helping.sales.management.and.sales.professionals.focus.on.key.activities.required.to.move.opportunities.forward
for.sales.professionals,.Sales Access ManagerSM.provides.quick.and.easy.access.to.Miller.heiman.planning.worksheets,.including.the.blue,.green.and.gold.sheet .When.Sales Access ManagerSM.is.implemented.within.your.organisation,.all.information.captured.within.the.planning worksheets, including Buying Influences, Customer Concept, Funnel Position, and action.plans.are.readily.shared.with.colleagues,.account.management.teams,.and.sales.management .
SALES ACCESS MANAgERSM.Currently.supports..the.folloWIng.plannIng.Worksheets.by.MIller.heIMan Strategic Selling®.-.blue.sheet
Strategic Selling®.and.the.blue.sheet.planning.tool.empowers.sellers.to.build.and.maintain.a.strategic.approach.to.pursuing.opportunities .the.blue.sheet.gives.sales.people.an.easy.and.user-friendly.way.to.build.strategies.for.individual.opportunities.moving.them.to.close.faster
Conceptual Selling® -.green.sheet
Conceptual Selling®.and.the.green.sheet.planning.tool.focuses.sellers.on.the.effective.management.of.their.individual.sales.calls.helping.them.properly.position.their.products .the.green.sheet.give.sales.people.a.consistent.process.for.leveraging.every.customer.interaction.as.they.move.through.the.sales.cycle
Large Account Management ProcessSM (LAMP®) – Gold Sheet
LAMP® and the Gold Sheet planning tool enhances the sellers’ ability to build lasting relationships.with.their.largest.customers .the.gold.sheet.gives.sales.teams.a.repeatable.and.reliable way to exchange information and build 1-3 year strategies to grow their most profitable customers
noteIn.addition.to.being.available.in.a.stand-alone.version,..Sales Access ManagerSM.currently.supports.several.popular.CrM.platforms
• Pivotal®
• Salesforce.com®
• SalesLogix®
• SalesNet®
• Siebel®
* Software Developer’s Kit, available from Miller.heiman,.may.be.required.for.some.CrM.integrations
Sales Access ManagerSM
24. www millerheiman com
Wo
rks
ho
ps Miller Heiman Certified Sales ProfessionalSM
Choose.a.specialised.track
• Business Development • Account Management• Sales Management
the.overvIeWIt’s your future. Add strength to your track record. Provide top line growth to your company and build.life.long.credentials.for.yourself
The Miller Heiman Certified Sales ProfessionalsM,.is.a.designation.you.can.earn.through.an.advanced.programme.designed.to.broaden.your.knowledge.and.kick.your.sales.performance.to a higher level. Choose a track specific to your business through a series of highly successful Miller Heiman Sales Workshops. Completion benefits both you and your company and the programme is extremely flexible – you can extend to 18 months to accommodate your demanding.schedule
CertIfICatIon.traCksbusiness.development.track
designed.for.individuals.who.are.primarily.involved.with.new.business.acquisition.in.both.existing and new accounts. This individual has a “hunter” focus whose key objective is finding new.customers,.and.selling.additional.products.and.services.to.existing.customers
this.track.is.for.sales.professionals.who.want.to.excel.at.prospecting.and.qualifying.the.right.customers.to.add.to.their.funnel .graduates.will.master.the.ability.to.navigate.complex.sales.and.reach.high-level.decision.makers .you.will.make.the.way.you.sell.set.you.apart.from.your.competitors .you.will.learn.how.to.gain.incremental.commitment.from.each.interaction.to.keep.the.sale.moving.forward .throughout.the.process,.you.will.be.consistently.negotiating,.using.value.to.overcome.price.sensitivity
Workshops.in.this.track.include:
• Strategic Selling®
• Conceptual Selling®
• Executive ImpactsM
• Negotiate SuccesssM
account.Management.track
designed.for.individuals.who.are.primarily.involved.with.supporting.existing.customer.relationships .their.focus.is.to.maintain.and.grow.existing.customer.revenues .these.customers.are.strategic.or.key.accounts.that.warrant.extra.dedication.of.time.and.resources.and.a.solid.strategy.to.bring.deals.through.the.funnel.to.closing
this.track.focuses.on.sales.professionals.who.manage.key.accounts.or.channel.partnerships .graduates.will.maximise.the.potential.of.their.critical.accounts.by.adding.strategic.value.where.it’s needed most. Becoming an invaluable asset to the customer, you’ll optimise relationships to achieve mutual profitability. As a result, you’ll have a map that will enable you to continually increase.deal.size.and.revenue.from.your.most.important.accounts
Workshops.in.this.track.include:
• Strategic Selling®
• Conceptual Selling®
• Negotiate SuccesssM
• Executive ImpactsM
• Large Account Management ProcesssM.(laMp®)
• Channel Partner ManagementsM
+44.(0)1908.211212. 25
Wo
rksh
opssales.Management.track
designed.for.individuals.with.p&l.responsibility.who.manage.sales.teams .this.track.develops.specific strategies to help managers grow and develop winning sales teams, which achieve organisational.goals.and.revenue.targets
this.track.is.for.sales.managers.who.need.simple,.yet.effective.coaching.and.management.techniques that focus specifically on eliciting exceptional results from sales teams. You will be.able.to.pinpoint.areas.where.salespeople.should.concentrate.their.efforts.toward.greater.efficiency and success. Graduates of this track will reinforce Miller Heiman concepts with the sales.team.to.maximise.the.sales.process.and.achieve.consistent.results
Workshops.in.this.track.include:
• Strategic Selling®
• Conceptual Selling®
• Negotiate SuccesssM
• Executive ImpactsM
• Manager’s CoachingsM
• Predictive Sales PerformancesM
• Sales Excellence AssessmentsM
hoW.you.and.your.organIsatIon.WIll.benefItsuccessful.salespeople.remain.productive.regardless.of.the.economy,.because.they.have.the.knowledge,.skills.and.tools.to.manage.the.sales.process.from.prospecting.and.qualifying.to.closing .they.manage.customer.relationships,.sell.solutions.instead.of.products.and.manage.their.funnels.strategically
Managers with advanced skills choose a sales team with the right job fit and job skills. They coach their teams through the sales process to meet quotas and enhance revenues. It’s a win-win,.for.individuals.and.their.companies
a.Win.for.you
• Sharpen your sales skills
• Use cutting edge tools
• Manage your funnel
• Prospect and win
• Justify a promotion
a.Win.for.your.Company
• Leads: better quality and quantity
• Bigger deals
• Better win rate
• Increased revenue
Miller Heiman Certified Sales ProfessionalSM
“I can honestly say that Miller
heiman.is.key.to.my.success .I.
apply.the.entire.suite.of.sales.
strategies.on.a.regular.basis,.
whether I’m on the phone or
talking to a client in person.”
Muehlstein
26. www millerheiman com
our.approaChyou.will.work.with.real.opportunities.that.you.want.to.win .you.get.immediate.results.by.applying.a.repeatable.sales.system.to.your.own.accounts .
• Work on your own accounts. No case studies• Leave with a repeatable strategy and action plan to win one of your most critical deals – Guaranteed• Streamline your sales efforts. Do in minutes what used to take hours• Download an integrated software tool to guide you through complex sales• Receive lifetime support and reinforcement
our.sales.praCtItIonersall.Miller.heiman.facilitators.are.seasoned.sales.professionals .each.has.extensive.sales.experience .this.ensures.they.have.the.credibility.to.work.with.the.most.senior.salespeople.in.an.organisation.and.understand.the.challenges.of.the.sales.environment
sales.WorkshopsMiller Heiman’s open workshops are intense one to three-day structured account planning sessions. Workshops.are.open.to.salespeople.and.sales.support.executives.who.have.contact.with.customers .
Benefits
• Located in cities around the world to fit the busy schedules of your salespeople• A range of industry and demographic participation provides the unique experience of sharing a variety of
ideas.and.solutions• Provides an outlook on how others are benefiting from the sales system to achieve their goals
Create.a.Workshop.prograMMeControlling expenses? Can’t travel? Create a workshop in your city!
With a team of six or more, Miller Heiman’s create-a-workshop programme enables you to create a workshop in your.city.-.we.handle.all.the.details,.and.add.it.to.our.workshop.calendar .this.programme.provides.substantial.group.savings .
engagement.options
eng
ageM
ent.
opt
Ion
s
+44.(0)1908.211212. 27
In-house,.prIvate.engageMentAny of Miller Heiman’s solutions can be deployed to your sales organisation. A Miller Heiman consultant, who is an expert in your business, will spend time diagnosing your specific needs and work with you to deploy a solution.tailored.to.the.sales.environment .
Customised.sales.materials.are.available.for.organisations.that.wish.to.incorporate.their.mission.and.ideologies.into.the.Miller.heiman.sales.system
Benefits
• Can be scheduled to fit your organisation’s sales and travel schedule• May be coordinated with other group sales activities to minimise travel time and expenses• Sales examples are tailored to your current sales situation and to your specific industry and company• Salespeople benefit from being in a private and synergistic environment
onlIne.learnIngonline.learning.is.designed.for.salespeople.and.sales.support.professionals.who.need.to.be.ramped.up quickly and who cannot take time out of the field. Miller Heiman recommends that online learning supplements.instructor-led.training .options.for.online.learning.are.varied.depending.on.your.needs:
• Full overview – an 8-hour web course provides you a thorough understanding of the Miller Heiman . sales.system• Reinforcement of sales system – within 90 days of a workshop, online reinforcement helps you reinforce
the.concepts.you.learned.in.the.workshop,.to.achieve.maximum.performance.from.the.sales.system.• Blended with instructor led workshop – this approach integrates online training with instructor-led
training. It provides the flexibility that is often demanded by top management, and benefits the sales force through.self-paced.learning.that.reduces.loss.of.selling.time
traIn-the-traInerMiller Heiman has an extensive network of certified individuals who wish to facilitate Miller Heiman methodologies.within.their.own.companies
please.see.page.19.for.additional.details.on.this.engagement.option
engagement.options
eng
ageM
ent.o
ptIon
s
events.&.Conferences
even
ts.&
.Co
nfe
ren
Ces
28. www millerheiman com
eventsMiller.heiman.events.are.part.of.a.range.of.resources.that.complement.our.world-class.training.and.consulting. We offer events that are focused on the specific needs of the title and functional levels we engage with.to.help.improve.sales.effectiveness
user.ConferenCeJoin.the.largest.gathering.of.Miller.heiman.alumni.at.our.annual.user.Conference.for.an.intensive.exchange.of.ideas.and.best.practices .this.event.is.to.help.alumni.learn.from.others.who.are.tasked.with.the.responsibility.of driving sales force effectiveness. Most sessions are presented by clients to provide specific insights on implementation,.reinforcement,.and.results.in.a.wide.variety.of.industries.and.company.sizes .the.2007.user.Conference.will.be.held.on.17.october.2007,.with.a.pre-conference.dinner.on.16.october.2007
for.more.information,.please.email:.ukinfo@millerheiman com.or.call:.+44.(0)1908.211212
Who should attend?
alumni.at.a.manager.level.and.above.who.are.responsible.for.the.implementation.and.reinforcement.of.the.Miller.heiman.sales.system
annual.sales.best.praCtICe.researChMiller Heiman’s comprehensive annual research study of sales practices, success metrics and Winning sales.organisations*.has.become.recognised.as.the.largest.continuous.research.project.dedicated.to.sales.performance.in.the.world .since.the.study.was.launched.in.2003,.more.than.12,000.sales.professionals.have participated. Participants benefit by gaining access to information and insights we feature in our publications. Even more significantly, the research results support benchmarking exercises that enable companies.to.understand.how.they.compare.to.their.peers.and.how.they.can.better.identify.areas..................for.improvement
*Winning Sales Organisations are defined as companies that are able to increase revenue, account acquisition, and average account billing compared to the previous year.
To view our latest research findings, please visit www.millerheiman.com/knowledge_center/
events.&.Conferences
events.&
.Con
ferenCes
+44.(0)1908.211212. 29
keynotesMiller.heiman.keynote.presentations.provide.thought-provoking.and.actionable.content.designed.to.make.your.next.conference,.association.event,.sales.or.executive.team.meeting.more.effective .these.sessions.are.quality.keynote.presentations.delivered.by.professional.level.speakers.who.are.industry.experts,.addressing.topics.relevant.to.sales.leaders.and.the.success.of.their.teams
Miller.heiman.keynote.sessions.can.include.a.relevant.programme.deliverable.such.as.a.copy.of.a.Miller.Heiman book, white paper, or research report. The sessions are adaptable to meet your company’s specific needs.
topics.we.have.recently.delivered.include:.
• The Pursuit of Sales Excellence: How Winning Companies are Gaining Market Share • Prospecting and Qualifying: Finding the Right Business in Today’s Economy • Strategies of Winning Sales Organisations • Accessing Senior Executives • Executive-level Selling • Selling a Full Solution • Cross-Selling & Up-Selling • Achieving Long-Term Profitable Relationships
for.more.information,.or.to.book.a.keynote,.visit.www millerheiman com
30. www millerheiman com
Miller.heiman.publications
Miller Heiman’s newsletters keep you in front of the most pressing issues and trends in sales, providing advice.and.best.practices.to.help.you.advance.your.career.and.achieve.your.sales.objectives
MIller.heIMan.sales.perforManCe.tIpseach.month,.Miller Heiman Sales Performance Tips.shares.relevant.and.actionable.tips.and.advice.that.help.sales.professionals.of.all.levels.win.business.quickly.and.consistently
each.edition.focuses.on.a.pressing.challenge.facing.salespeople.today,.and.offers.recommendations.on.how.you.can.overcome.it .through.pragmatic.and.relevant.strategies.and.techniques,.Miller.heiman.sales.tips.will.help.you.become.a.more.seasoned,.successful.sales.professional
MILLER HEIMAN SALES PERFORMANCE JOURNAL – INSIGHTS FOR ExECUTIvESthe.Miller Heiman Sales Performance Journal is a new flagship publication written by sales leaders, for sales.leaders .the.Journal.is.written.for.sales.executives.and.aspiring.sales.executives.who.are.searching.for.compelling.news.and.best.practices.that.dive.into.the.issues.and.challenges.of.winning.sales.organisations .
The Journal showcases case studies and success stories, the latest research findings on sales effectiveness, proven.and.innovative.selling.strategies,.industry.news.and.events,.and.more .
To subscribe to these free publications, visit www.millerheiman.com/knowledge_center/
MIl
ler.
heI
Man
.pu
blI
CatI
on
s
+44.(0)1908.211212. 31
Benefits of Miller Heiman Alumni
When.you.experience.the.Miller.heiman.sales.system,.your.relationship.with.Miller.heiman.begins .We.strive.to.be.a.meaningful.and.effective.sales.resource.to.our.alumni.throughout.their.career .Miller.heiman.is.the.trusted.expert.to.our.worldwide.community.of.alumni,.providing.ongoing.reinforcement.and.support.to.help.them.reach.their.objectives.and.advance.their.career.for.years.to.come
lIfetIMe.reInforCeMent.and.supportIf you are experiencing road blocks or red flags in your account, call Miller Heiman and we can walk through your.action.plan.to.uncover.hidden.opportunities.and.help.you.move.the.sales.cycle.forward
best.praCtICesBenefit from Miller Heiman’s frequent publications, providing best practices and advice for driving sales results. Another venue to benefit from best practices is Miller Heiman webcasts. Presented about six times a year,.our.webcasts.feature.pressing.issues.and.how.winning.sales.organisation.are.overcoming.them .
WhIte.papers.and.researChMiller Heiman’s extensive sales resource library provides our alumni network with relevant and up-to-date statistics.and.information.in.the.sales.arena .
annual.user.ConferenCeevery.year,.sales.leaders.and.executives.in.the.Miller.heiman.alumni.network.descend.on.a.location.within.the.uk.to.join.Miller.heiman.for.sharing.insights.and.best.practices .the.exclusive.group.has.the.opportunity.to.network.and.learn.from.each.other.how.to.best.implement.and.leverage.the.Miller.heiman.sales.system.to.get.results
proteCted.aCCess.to.the.MIller.heIMan.WebsIteaccess.a.protected.section.of.the.Miller.heiman.store.to.purchase.action.plans,.accessories,.software.to.integrate.the.Miller.heiman.system.into.your.CrM.or.content.management.system,.reference.guides,.special.books,.and.more
speCIal.values.and.dIsCountsWhen learning or research opportunities become available, Miller Heiman alumni are the first to receive.access .
CertIfICatIon.opportunItIesMiller Heiman alumni are qualified to become a Miller Heiman Certified Sales Professional .as.a.Miller.heiman.certified professional, you will fully leverage the proven Miller Heiman system to achieve the highest level of success .In.addition,.you.will.retain.the.credential.for.advanced.credibility.and.advancement.in.your.career
ben
efIts.of.M
Iller.heIM
an.alu
Mn
I
32. www millerheiman com
kno
Wle
dg
e.Ce
nte
r
neW.strategIC.sellIng®
this.business.classic.confronts.the.rapidly.evolving.world.of.business-to-business.sales.with.real-world.examples,.strategies.for.confronting.competition,.and.a.special.section.featuring.the.most.commonly.asked.questions.from.the.Miller.heiman.workshops .
>>>.price:.£19 99
neW.ConCeptual.sellIng®
the.new.Conceptual.selling®.provides.step-by-step.tactics.for.achieving.effective.communication.during.one-on-one.sales.calls.and.managing.all.customer.interactions .the.newly.revised.edition.contains.expanded.discussions.on.question.types,.clarification of action commitments and valid.business.reasons,.reinforcement.of.single.sales.objectives,.and.effective.call.planning .
>>>.price:.£19 99
neW.suCCessful.large.aCCount.ManageMent.proCesssM.(laMp®).demonstrates.how.a.team.effort.toward.managing.complex.large.revenue.accounts.helps.you.win .learn.how.to.manage.cross-functional.team.in.ways.that.clarify.roles.and.responsibilities,.boost.collaboration,.increase.effectiveness.and.ensure.accountability .
>>>.price:.£19 99
the.5.paths.to.persuasIon:.the.art.of.sellIng.your.Message.You’ll learn how identify decision making.styles,.and.develop.effective.strategies.that.will.make.you.more.effective.at.selling.to.executive.decision.makers .
>>>.price:.£13 99
the.seven.keys.to.ManagIng.strategIC.aCCounts.focuses.on.how.to.get.better.business.results by implementing and/or refining a.strategic.account.management.program .strategic.account.management.is.a.systematic.process.for.managing.key.interactions.and.relationships.with.critical.accounts .
>>>.price:.£19 99
the.negotIatIon.fIeld.bookvirtually.every.step.in.business.involves.negotiation.of.some.kind,.yet.the.actual.process.of.conducting.a.successful.negotiation.is.rarely.taught .the.negotiation.fieldbook.features.proven.as.well.as.innovative.strategies.for.handling.each.phase.of.negotiation.with.skill and confidence and provides you with.no-nonsense.guidance.that.can.be.difficult, if not impossible, to find.
>>>.price:.£12 99
suCCessful.global.aCCount.ManageMentglobal.account.Management.is.a.manifestation.of.a.fundamental.shift.in.the.way.companies.do.business .successful.global.account.Management.gives.practical.guidance,.along.with.the.necessary.business.models,.to.show.companies.how.to.achieve.global.objectives
>>>.price:.£27 50
MIller.heIMan.sales.perforManCe.Journal.dIgest.the.sales.performance.Journal.digest.is the print version of Miller Heiman’s monthly.on-line.business.journal .
>>>.price:.£110 00
knowledge.Center
Miller Heiman offers a wide range of products for reinforcing the world’s most proven, most productive sales methods. If you haven’t attended a workshop, then these materials will provide you a basic insight into the Miller.heiman.sales.system .If.you.have.attended.a.workshop,.then.they.help.you.maintain.your.investment.in.the.sales.process,.and.reinforce.the.valuable.lessons.your.salespeople.have.already.learned .keep.the.process alive with books, audio programmes, software, and planning worksheets!
• Books are a mainstay of reinforcement techniques and make for thoughtful discussion and better understanding.of.the.process
• Audio programmes expand on and amplify the Miller Heiman sales processes and allow you/your salespeople.to.listen.at.home.or.while.driving .
• Advanced audio programmes include in-depth discussions of the most complex concepts of the sales process,.as.well.as.answers.to.the.most.challenging.questions.our.clients.have.asked.us.over.the.years
• The planning worksheets enable you to strategise single sales objectives, sales calls, and large accounts.
kno
Wled
ge.Cen
ter
+44.(0)1908.211212. 33
short.takessM.serIes.(vol .1).gettIng.to.the.eConoMIC.buyer:.the.ultIMate.deCIsIon.Maker.behInd.every.saleThe roles are the same, but today’s buyers.are.behaving.differently.in.response.to.a.changing.marketplace .getting.to.the.economic.buyer.applies.the principles of Miller Heiman’s sales methodologies.to.the.realities.of.the.current.selling.environment .
>>>.price:.£4 95
short.takessM.serIes.(vol .2)..PROSPECTING & QUALIFYING: fIndIng.the.rIght.busIness.In.TODAY’S ECONOMYProspecting and Qualifying presents strategies.for.systematically.sorting.potential.accounts.and.opportunities.into.highly.manageable.groups.that.reflect a reasonable probability of resulting.in.win-win.outcomes .
>>>.price:.£4 95
short.takessM.serIes.(vol .3)..Cross.sell,.up.sell:.helpIng.your.CustoMers.thInk.bIggerIt.can.cost.four.times.as.much.to.sell.to.a.new.customer.as.an.existing.one .by.taking.advantage.of.existing.relationships.and.ongoing.contacts.with.customers,.companies.can.sell.more.products.and.services,.reduce.the.cost.of.sales.and.enhance.customer.loyalty .
>>>.price:.£4 95
neW.strategIC.sellIng®.audIo.CdAn audio summary of Miller Heiman’s best-selling.book.strategic.selling® .adapt.this.proven.process .
>>>.price:.£10 95
ConCeptual.sellIng®.audIo.CdUnderstand your customer’s concept and.get.the.sale .If.you.need.immediate.results,.Conceptual.selling®.is.for.you .an.abbreviated.audio.version.that.highlights.the.main.concepts.of.the.new.Conceptual.selling®.book .
>>>.price:.£10 95
suCCessful.large.aCCount.ManageMent.proCesssM.(laMp®).audIo.Cd.protect.your.crucial,.high.revenue.generating.account.with.this.abbreviated.audio.version.of.Miller.Heiman’s popular LAMP®.book
>>>.price:.£10 95
strategIC.sellIng®.referenCe.guIde*the.reference.guide,.reinforces.the.strategies.you.learned.in.strategic.selling®.instructor-led.program,.test.your.knowledge,.and.share.common.blue.sheet.blunders.to.avoid .
>>>.price:.£16 50
red.flag.stICkers*..........................[50 SHEETS LARGE/SMALL]perfect.for.use.when.putting.together.a.blue,.green,.gold.or.Copper.sheet .both.enable you to “Red Flag” any missing information, unidentified Buying Influences, or those areas where you need.to.gather.more.information
>>>.price:.£7 50
strength.stICkers*........................[50 SHEETS LARGE/SMALL]perfect.way.to.indicate.areas.of.clear.uniqueness.or.differentiation.from.your.competition.or.areas.you.would.like.to.leverage .both.are.perfect.for.use.when.putting.together.a.blue,.green,.gold.or.Copper.sheet
>>>.price:.£7 50
blue.sheet*strategise.for.your.next.critical.sale .Identify.elements.of.strategic.analysis,.analyse.sales.opportunities,.develop.effective.strategies,.and.manage.and.track.sales.objectives
>>>.price:.£15 00.(pad.of.100.a3.size).or.
£2 50.(each.per.poster.size)
green.sheet*prepare.for.your.next.sales.call.by.identifying.your.valid.business.reason,.needs of the buying influence, and establish.best.action.commitment.and.minimal.acceptable.action
>>>.price:.£15 00.(pad.of.100.a3.size).or.
£2 50.(each.per.poster.size)
gold.sheet*plan.your.large.account.strategy.and.identify.your.current.relationship.position, define desired position, and develop.your.strategy.and.action.plans .
>>>.price:.£15 00.(pad.of.100.a3.size).or.
£2 50.(each.per.poster.size)
Copper.sheet*prepare.for.your.next.complex.negotiation.and.bring.more.value.by.identifying.your.ICon.and.4d.strategy .
>>>.price:.£15 00.(pad.of.100.a3.size).or.
£2 50.(each.per.poster.size)
*To order these materials, you must have previously
attended a Miller Heiman workshop.
knowledge.Center
34. www millerheiman com
DESCRIPTION QTY. UNITPRICE TOTALPRICE
PLEASESENDMETHEFOLLOWINGREINFORCEMENTTOOLS:
Today’sDate
OrderedBy JobTitle
Company
DeliveryAddress
City PostCode Country
Phone
EmailAddress(requiredfororderconfirmationpurposes)
CardNumber Exp.
CardSecurityCode
Nameasitappearsoncard(pleaseprint)
Signature Date
SENDTO:
PAYMENTOPTIONS:(Circle One) MasterCard Visa American Express
MAILMailthecompletedOrderFormto:
NelsonHouse,No.1AucklandParkMiltonKeynes,MK11BUEngland
PHONECall+44(0)1908211212
FAXFaxtheformto:+44(0)1908211201
WEBSITEFormoreinformation:www.millerheiman.com
E-MAILOrderviae-mailat:orders@millerheiman.co.uk
FIVEWAYSTOORDER:
SORRY,WECANONLYINVOICEYOUFORORDERSOVER£350.Ifmailed,paymentmustaccompanyOrderForm.MASTERCARD,VISAorAMERICANEXPRESSpaymentmustaccompanyfaxedorders.Pleaseincludeyourcompleteaccountnumber,expirationdateandsignature.ChequemustbemadepayableandmailedtoMillerHeiman,Inc.beforeprogrammematerialswillbemailed.
Pleaseprintallinformationclearly.HaveyouattendedaMillerHeimanProgramme? Yes NoIfyes,pleaselistprogrammeanddateattended:
TOTAL
SHIPPINGPleasecallforshippingcosts
SUBTOTAL
VAT (17.5%)*
ShipTo
Company
BillingAddress(ifdifferenttodeliveryaddress)
City PostCode Country
Phone
EmailAddress(requiredfororderconfirmationpurposes)
order.form
ord
er.f
orM
*All books are VAT exempt
hoW.do.you.knoW.you.have.the.rIght.salespeople.In.the.rIght.posItIons?
What.does.it.take.to.be.a.successful.selling.organisation.in.
today’s marketplace? That’s the question recently posed to
a global audience of sales professionals in Miller Heiman’s
annual.sales.performance.study .receiving.more.than.3,400.
responses, Miller Heiman isolated specific challenges and
opportunities. facing. sales. organisations. throughout. the.
world . benchmarking. the. responses. against. the. previous.
year’s results, the ongoing Miller Heiman Sales Performance
study. is. considered. one. of. the. most. comprehensive,.
statistically-valid.studies.of.its.kind .
by.isolating.the.top.three.challenges,.the.study.reveals.the.
current.priorities.of.sales.organisations .
the.ability.to.leverage.an.objective.process.for.ensuring.the.
right.salespeople.are.in.the.right.positions.is.considered.a.
top.challenge.by.sales.leaders
It’s clear the tough selling conditions of the past several .
years. exposed. poor. sales. performers. and. their. actions ..
Costs associated with bad decisions regarding job fit
have. become. readily. apparent . . these. experiences. are.
encouraging. . companies. to. establish. objective. processes.
to.benchmark.their.top.performers.and.leverage.the.data.to.
make smarter staffing decisions.
Miller Heiman’s Predictive Sales PerformancesM. is. an.
assessment. tool. used. by. sales. organisations. to. evaluate.
existing. sales. professionals. within. an. organisation. to.
ensure.talented.people.are.aligned.with.appropriate.sales.
functions .Consider.the.following:
1 .Is.your.assessment.criteria.based.on.the.competencies.
and skills of your organisation’s top performers?
2 .are.you. identifying. the.strengths.and.weaknesses.of.
individuals.within.your.sales.organisation?
3 .are.you.allocating.training.and.coaching.opportunities.
on.the.people.and.competencies.that.need.it.most?
sales. organisations. that. grow. market. share. in. the. coming.
years.will.lead.all.other.sales.organisations.in.their.ability.to.
deliver.consistent.results .these.organisations.will.use.sound,.
objective.data.based.on.historical.successes.and.failures.to.
continually.improve.upon.their.top-line.sales.results .
+44.(0)1908.211212. 35
MILLER HEIMAN INTERNATIONAL HEADQUARTERSnelson.house,.no .1.auckland.park,.Milton.keynes,.Mk1.1bu.englandt:.+44.(0)1908 211212f:.+44.(0)1908 211201visit.www millerheiman com.for.more.information
MILLER HEIMAN CORPORATE HEADQUARTERS10509.professional.Circle,.suite.100,.reno,.nv.89521.usat:.+1.877 678 3350.f:.+1.775 827 5517visit.www millerheiman com.for.more.information