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MILLER HEIMAN GROUP

MILLER HEIMAN GROUP IS THE LARGEST DEDICATED SALES-PERFORMANCE COMPANY IN THE WORLD. WE PROVIDE A COMPREHENSIVE SUITE OF RESOURCES TO HELP SALES AND OTHER CUSTOMER-FOCUSED LEADERS DRIVE GROWTH.

We are your global, comprehensive source for consistent, scalable, end-to-end solutions. Miller Heiman Group brings together five powerhouse companies with long history and great reputation of unwavering commitment to customers’ success.

Together with Miller Heiman, AchieveGlobal, Channel Enablers and Impact Learning Systems, we now have unmatched capability to provide our customers with expanded solution portfolios, complementary assets and geographic coverage to allow for even broader worldwide implementations.

We believe that successful selling is based on fundamental and repeatable processes. Our solutions provide a common language and common-sense approach to sales management for organisations around the globe.

 

 

Through an unparalleled combination of counsel, processes, tools and technologies, backed by extensive research into the world's most successful selling organisations, Miller Heiman Group brings a level of perspective that companies simply cannot find anywhere else.

Everything begins with the customer. That is our belief. This means that for our strategies to be successful, they have to be based on the customer’s perspective. No exceptions.

MILLERHEIMANGROUP.ACADEMY

In times of growing internationalisation in business and the resulting fast-moving changes in sales, professional development is essential if you want to keep pace and want to make the next step forward instead.

To achieve that, the MILLERHEIMANGROUP.ACADEMY offers you or your employees workshops, trainings and seminars providing you with relevant, up-to-date and practical sales knowledge on a variety of topics. Our experienced trainers are experts in their respective fields and will set you up for the challenges of market and competition and help you to update and broaden your skills.

Our tagline to empower growth signifies the goal to help sales leaders optimize their time, effort and potential to better create and manage customer relationships, while achieving business goals.

Large Account Management Process

Large Account Management Process

Large Account Management ProcessSM (LAMP®) reveals how to best manage and grow strategic accounts by bringing the entire relationship into view. This process provides a road map for strategic customer relationships that have growth potential through the development of a one-to three-year plan to guide team selling and customer collaboration efforts.

Content

Aim

Target group

Agenda

Participants' Comments

Certification

Dates & booking

ContentLarge Account Management Process Frankfurt Frankfurt -

> Heribert Schuwerk Miller Heiman Europe GmbH

LAMP® begins with an analysis of the company’s current position within actual accounts to identify discrepancies and develop a shared vision between the buying and selling organizations. The programme then delivers a process to document long-term plans for managing key accounts and allocating resources efficiently. As a result of adopting this process, account managers will craft strategies for managing cross-functional teams to clarify roles and responsibilities, boost collaboration, and ensure accountability.

The programme also presents a method for enhancing relationships between the buying and selling organizations. Price sensitivity and competitive threats are significantly reduced by managing a customer’s perception of the business relationship and mutually identifying the appropriate level of collaboration. LAMP® helps sales organizations objectively determine this perception and define goals to keep their position as trusted advisors.

LAMP® Implementation

Based on the success of clients who have adopted the Large Account Management ProcessSM, we have developed a best practice methodology to guide your implementation. LAMP® Implementation provides the basis for focus, preparation, planning and execution that will increase the success and adoption of LAMP® into your account management programme. LAMP® Implementation builds additional rigor around LAMP® by providing the key steps before and after the standard workshop delivery.

LAMP® may be the right solution if your sales organization is trying to:

  • Avoid being surprised by the loss of key clients.
  • Collaborate across the enterprise to unlock the potential of strategic accounts.
  • Transition from vendor to trusted advisor status with strategic customers.
  • Ensure that relationships continue in strategic accounts regardless of manager or key sponsor turnover.
  • Reverse erosion within key accounts.
  • Achieve account growth objectives set by the executive team.
  • Improve customer profitability.

Objectives and Benefits

Enable field sales to:

  • Analyze the current status of relationships to identify discrepancies and develop a shared vision with customers.
  • Align members of the selling team with their counterparts in customer organizations to improve communication and collaboration.
  • Learn to set clearly defined sales and relationship goals with measurable results.

    Enable sales management and senior leadership to:

    • Document multi-year plans to manage key accounts. This allows information to be easily shared across account teams.
    • Develop stronger and wider relationships within key accounts. This increases account retention and long term stability and growth.
    • Allocate limited resources more effectively.
    • Identify and segment divisions of large customer organizations into manageable segments.

      Target group

      Who Should Attend?

      Any member of the organization involved in account management. This includes sales and sales management as well as post-sales support such as customer service, logistics, and IT. Any department that will have an ongoing relationship with strategic accounts can help advance the customer relationship by implementing the Large Account Management ProcessSM (LAMP®).

      Agenda

      Day 1
      10:00 - 11:15 Introduction, key customer planning, customer planning, defining pitch, pitch workshop
      11:15 - 11:30 Break
      11:30 - 13:00 Strengths & red flags workshop, customer relationship hierarchy, workshop, required information workshop, court workshop
      13:00 - 14:00 Lunch
      14:00 - 16:00 Assessment of the relationship hierarchy from the perspective of the field, assessing the situation, the workshop reviewed the situation
      16:00 - 16:15 Break
      16:15 - 18:00 Elements of a strategy, charter statement, statement charter workshop, objectives, workshop: goals, tasks for the evening
      Day 2
      10:00 - 11:15 Questions day 1 and overview day 2, Workshop: objectives (continued), objectives, current investment decisions
      11:15 - 11:30 Break
      11:30 - 13:00 Determining negative investment decisions, workshop: focus on investments & stop for investments, individual sales targets, sales targets single workshop, sales targets, sales targets workshop
      13:00 - 14:00 Lunch
      14:00 - 16:00 Sales & support program workshop, collecting data from the field, gold sheet guide, gold sheet workshop #1
      16:00 - 16:15 Break
      16:15 - 18:00 Gold sheet workshop #2, implementation, program evaluation

      Participants' Comments

      “LAMP® puts all of our key players on the same page and allows us to focus cooperatively on our goals and objectives. It helps us allocate resources to our focus investments and think strategically about stop investments.”

      DIRECTOR, INSURANCE

      Certification

      The Miller Heiman Group Certified Sales Professional programme is advanced professional B2B training, based on the proven Miller Heiman Group Sales System® that will take your performance to the next level and elevate your status within the global sales community.

      You can select workshops according to your priorities and needs, or opt for the official and highly valued Miller Heiman Group Certified Sales Professional Certification, that can be obtained at any one of our European Sales Academies.

      Certification tracks have been specifically designed for individual sales roles.

      Dates and feesLarge Account Management Process

      Date

      City

      Country

      Language

      Coach

      Price

      Book

      16.11.17 - 17.11.17

      Frankfurt

      DE

      German

       Heribert Schuwerk

      1.695,- EUR

      Book Now

      Heribert Schuwerk

      Heribert ist ein dynamischer, inspirierender Berater, der aufgrund seiner Persönlichkeit und seiner Erfahrung schnell Glaubwürdigkeit und Vertrauen bei seinen Kunden und Partnern aufbaut.

      Seine Berufserfahrung als Führungskraft im Vertrieb und Marketing, wobei er über 20 Jahre Erfahrung auf hoher...

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