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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.

Strategic Selling

Strategic Selling

Strategic Selling® helps organizations develop comprehensive strategies to win sales opportunities. The programme delivers a selling process and action plan to successfully sell solutions that require approval from multiple decision makers in the customer’s organization.

Content

Aim

Target group

Agenda

Participants' Comments

Certification

Dates & booking

ContentStrategic Selling Brussels Brussels -

> Pascale Hall Miller Heiman Europe GmbH

Strategic Selling® provides visibility into sales opportunities, documenting plans with the programme’s Blue Sheet. This involves first identifying all key players in the customer’s organization, understanding each player’s degree of influence and their reasons for buying, and uncovering essential information. Salespeople and organizations will be equipped to evaluate their competitive position, address the business and personal motives of each decision maker in the client organization, and differentiate their company by leveraging its unique strengths.

Strategic Selling® significantly improves the odds of winning complex sales opportunities. It gives organizations a common process and language for pursuing sales opportunities and criteria for allocating resources to determine when to walk away from resource-intensive deals with low probabilities of success. The key to success is learning how to focus time and energy on those opportunities most likely to become profitable, long-term customers.

Strategic Selling® may be the right solution if your company is trying to:

  • Secure approval from multiple decision makers.
  • Navigate the internal bureaucracy of customers and prospects.
  • Gain more visibility into the status of important sales opportunities.
  • Allocate resources appropriately for large sales.
  • Improve team collaboration to pursue strategic opportunities.
  • Forecast revenue with greater accuracy.
  • Increase close rates for opportunities with long sales cycles.

Objectives and Benefits

Enable field sales to:

  • Identify and position solutions with the true decision makers.
  • Analyze each decision maker’s receptivity to change to determine whether a sale is possible.
  • Close business consistently from quarter to quarter and avoid the “roller coaster” pattern of sales.
  • Allocate limited selling time on quality prospects.

Enable sales management and senior leadership to:

  • Employ a common language to discuss the status of sales opportunities and establish next steps.
  • Quickly identify opportunities that are worth the investment of limited resources.
  • Collect and share best practices from top performers with the rest of the sales team.

Target group

Who Should Attend?

Any member of the organization involved in selling, from field salespeople to senior management to sales support, should be involved in the implementation of your sales process. Using a common sales process is an effective way to collaborate among those who are in direct and indirect sales roles to improve the speed and accuracy of communication about sales opportunities.

Agenda

Day 1
10:00 - 11:15 Introduction, Changes, Workshop: Changes, Strengths and red flags, Single sales target, Workshop: Single sales target
11:15 - 11:30 Break
11:30 - 13:00 Euphoria to panic, Workshop: Euphoria to panic, the purchase influencers, workshop: purchase influencers, degree of influence, workshop: role and influence degree of buying influencers
13:00 - 14:00 Lunch
14:00 - 16:00 Attitude of purchase influencers, Workshop: attitudes, review purchase influencers, Workshop: reviews, I win / You Win, win results, Workshop: Winning Results
16:00 - 16:15 Break
16:15 - 18:30 How to get to decision makers?, Workshop: How to get to decision makers?, Tasks for the evening, Overview Day II
Day 2
09:30 - 11:15 Questions Day I and Day Overview II, Competition, Workshop: Competition, ideal customer profile, Workshop: ideal customer profile, the sales funnel, Workshop: The Sales Funnel
11:15 - 11:30 Break
11:30 - 14:00 Blue Sheet Group work, debriefing and Reconciliation, Conceptual Selling

Participants' Comments

“I was able to immediately put the methodology to use in developing a sales strategy for a significant opportunity. Using Strategic Selling®, I was able to clearly assess the customer’s needs and tailor a solution that addressed those needs in a win-win formula.”

SALESPERSON, TRAVEL & LEISURE

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 feesStrategic Selling

Date

City

Country

Language

Coach

Price

Book

18.09.17 - 19.09.17

Paris

FR

French

 Bruno Saucourt

1.695,- EUR

Book Now

Bruno Saucourt

Bruno hat mehr als 25 Jahre Erfahrung im Bereich Beratung, Training, Geschäftsleitung und Vertriebsmanagement.

Bruno begann seine Laufbahn bei der französischen Marine und war dort für computergesteuerte Radargeräte verantwortlich. Sein berufliches Fachwissen über Automatisierungs- und...

25.09.17 - 26.09.17

Frankfurt

DE

German

 Hans Peter Eichinger

1.695,- EUR

Book Now

Hans Peter Eichinger

Hans Peter Eichinger ist ein versierter Coach und Verkaufsleiter mit mehr als 25 Jahren praktischer Erfahrung beginnend mit Start-up Firmen über Fachhandels Unternehmen bis hin zum komplexen Investitionsgüter Geschäft.

Die vergangenen 20 Jahre hat Hans Peter für die W.L. Gore & Associates GmbH (die...

25.09.17 - 26.09.17

Milan

IT

Italian

 Luca Image

1.695,- EUR

Book Now

Luca Image

Luca Image ist ein auf komplexe Vertriebsprozesse im B2B-Umfeld spezialisierter Verkaufsberater.

Luca bietet – als unabhängiger MHI Global-Verkaufsberater – Unterstützung, Beratung und Training innerhalb von Organisationen an, um bessere Vertriebs- und Transformationsprozesse zu entwickeln und es...

03.10.17 - 04.10.17

Oslo

NO

Norwegian

 Sigurd Solbu

1.695,- EUR

Book Now

Sigurd Solbu

Sigurd Solbu brings to MHI Global more than 36 years of experience in sales and management. In this role, Sigurd partners with organizations to retain top talent, improve communications, increase collaboration, develop emotionally intelligent leaders, build peak performing teams, and engage their...

04.10.17 - 05.10.17

Zurich

CH

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...

08.10.17 - 09.10.17

Milan

IT

Italian

 Luca Image

1.695,- EUR

Book Now

Luca Image

Luca Image ist ein auf komplexe Vertriebsprozesse im B2B-Umfeld spezialisierter Verkaufsberater.

Luca bietet – als unabhängiger MHI Global-Verkaufsberater – Unterstützung, Beratung und Training innerhalb von Organisationen an, um bessere Vertriebs- und Transformationsprozesse zu entwickeln und es...

16.10.17 - 17.10.17

Madrid

ES

Spanish

 Luis Miguel Saiz

1.695,- EUR

Book Now

Luis Miguel Saiz

Luis‘ gesamte Karriere hat sich im Vertriebs- und Marketingbereich entwickelt, wobei er über 32 Jahre Erfahrung in Schlüsselpositionen bei führenden, internationalen Konzernen in verschiedenen Branchen sammeln konnte. Dabei erzielte er hervorragende Ergebnisse im Teammanagement, im globalen Key...

18.10.17 - 19.10.17

Graz

AT

German

 Alexander Harrer

1.695,- EUR

Book Now

Alexander Harrer

Alexander Harrer ist Vertriebsleiter und verfügt über 17 Jahre praktische Erfahrung im Vertrieb, Marketing und Key Account Management bei Siemens, Mikron (Start-up), NXP (Philips) sowie ams AG, davon 10 Jahre als General Manager und SVP mit einer Budgetverantwortung im Bereich von 50 bis 100...

26.10.17 - 27.10.17

Milan

IT

Italian

 Luca Image

1.695,- EUR

Book Now

Luca Image

Luca Image ist ein auf komplexe Vertriebsprozesse im B2B-Umfeld spezialisierter Verkaufsberater.

Luca bietet – als unabhängiger MHI Global-Verkaufsberater – Unterstützung, Beratung und Training innerhalb von Organisationen an, um bessere Vertriebs- und Transformationsprozesse zu entwickeln und es...

21.11.17 - 22.11.17

Oslo

NO

Norwegian

 Sigurd Solbu

1.695,- EUR

Book Now

Sigurd Solbu

Sigurd Solbu brings to MHI Global more than 36 years of experience in sales and management. In this role, Sigurd partners with organizations to retain top talent, improve communications, increase collaboration, develop emotionally intelligent leaders, build peak performing teams, and engage their...

11.12.17 - 12.12.17

Frankfurt

DE

German

 Hans Peter Eichinger

1.695,- EUR

Book Now

Hans Peter Eichinger

Hans Peter Eichinger ist ein versierter Coach und Verkaufsleiter mit mehr als 25 Jahren praktischer Erfahrung beginnend mit Start-up Firmen über Fachhandels Unternehmen bis hin zum komplexen Investitionsgüter Geschäft.

Die vergangenen 20 Jahre hat Hans Peter für die W.L. Gore & Associates GmbH (die...

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