2007 - Partner en España de Miller Heiman · Miller Heiman Certified Sales Professional ... 2007....

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


+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


+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


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®


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


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


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.


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


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


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






• 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






• 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


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


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


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


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



gold.sheet*plan.your.large.account.strategy.and.identify.your.current.relationship.position, define desired position, and develop.your.strategy.and.action.plans .



Copper.sheet*prepare.for.your.next.complex.negotiation.and.bring.more.value.by.identifying.your.ICon.and.4d.strategy .



*To order these materials, you must have previously

attended a Miller Heiman workshop.

knowledge.Center


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:[email protected]

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

2007 - Partner en España de Miller Heiman · Miller Heiman Certified Sales Professional ... 2007....

Documents

Transcript of 2007 - Partner en España de Miller Heiman · Miller Heiman Certified Sales Professional ... 2007....