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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.

Securing Strategic Appointments

Securing Strategic Appointments

Securing Strategic AppointmentsSM provides organizations with a solid foundation to build stronger techniques for targeting contacts to secure high-value meetings. Through this programme, organizations will enable salespeople to increase their prospecting confidence by learning to develop and convey compelling reasons for prospects to agree to meetings.

Content

Aim

Target group

Agenda

Participants' Comments

Certification

Dates & booking

ContentSecuring Strategic Appointments Frankfurt Frankfurt

> Christian Behn Miller Heiman Europe GmbH

This programme focuses on initiating contact with prospects or new contacts within a client organization. It is a process used to hypothesize challenges prospects may have and develop meaningful statements that address those challenges. By formulating this type of contact strategy, salespeople will immediately differentiate themselves from others who are fighting for time with decision makers and influencers. It also improves the likelihood of getting meetings scheduled and calls returned.

Securing Strategic AppointmentsSM helps bolster confidence for sales professionals as they learn to quickly identify and leverage their prospect’s most critical business challenges to secure high-quality appointments. Salespeople will be partnered with a Miller Heiman Group expert to implement this process into current prospecting activities to generate valuable leads and move sales opportunities through the sales funnel.

Securing Strategic AppointmentsSM may be the right solution if your company is trying to:

  • Increase contact rates and ratio of quality appointments.
  • Message consistently to key contacts to move sales opportunities forward.
  • Improve prospecting effectiveness and business development efforts to fill the sales funnel.
  • Increase professional confidence and comfort when targeting new prospects.
  • Decrease wasted time in preliminary sales conversations.

Objectives and Benefits

Enable field sales to:

    • Utilize research to identify possible challenges key contacts may be facing in order to secure time.
    • Quickly articulate the value your organization has provided to similar individuals or industries.
    • Increase preparation and confidence in prospecting.
    • Gain access to previously unreached decision makers in current accounts.

      Enable sales management and senior leadership to:

        • Increase ratio of appointments secured through prospecting efforts.
        • Share best practices and successful messaging across sales teams.
        • Fill the top of the sales funnel with quality prospects.

            Target group

            Who Should Attend?

            This programme is applicable to any member of your organization responsible for securing time with key decision makers from business development and sales to account management and senior leadership.

            Agenda

            Overview
            10:00 - 11:15 Introduction Securing Strategic AppointmentsSM; defining target groups; creating hypotheses
            11:15 - 11:30 Break
            11:30 - 13:00 Challenging statements; solution statement; earnings statement
            13:00 - 14:00 Lunch
            14:00 - 15:30 Introduction and next steps, contact plan workshop
            15:30 - 15:45 Break
            15:45 - 17:00 Contact plan workshop; summarize

            Participants' Comments

            “I am now positioned in front of new senior-level contacts within my account base.”

            ACCOUNT MANAGER, FINANCIAL SERVICES

            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 feesSecuring Strategic Appointments

            Date

            City

            Country

            Language

            Coach

            Price

            Book

            15.11.17

            Frankfurt

            DE

            German

             Christian Behn

            1.295,- EUR

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            Christian Behn

            Industriekaufmann, Studium der Wirtschafts- und Rechtswissenschaften, MBA, zertifizierter Business Coach, über 20 Jahre Erfahrung im internationalen Vertrieb (14 Jahre in Frankreich und England gelebt).

            Herr Behn war als Sales Manager, Export Manager und Key Account Manager bei AlliedSignal und...

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