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Executive Impact

Executive Impact

Executive ImpactSM is based on understanding how C-Level executives make decisions so the sales approach can be matched to the way executives prefer to buy. Tailoring the presentation of information to meet an executive’s style of processing information significantly increases a salesperson’s effectiveness in securing approval from high-level decision makers.

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Content

Aim

Target group

Agenda

Participants' Comments

Certification

Dates & booking

ContentExecutive Impact

This programme presents a framework for understanding how best to influence others. From our two-year study of nearly seventeen hundred executives, we found that communication is most effective at the executive level when tailored to one of five decision-making styles. Executive ImpactSM provides the process for identifying each of these decision-making styles in order to deliver the right information to improve the probability of success.

Executive ImpactSM may be the right solution if your sales organization is trying to:

  • Connect with executives as decisions move to higher levels in customer organizations.
  • Secure executive approval for a greater volume of high-potential deals.
  • Enrich the quality of executive level conversations to advance sales opportunities.
  • Develop proficiency at senior executive presentations.
  • Improve the value of internal meetings with senior management.

Objectives and Benefits

Enable field sales to:

  • Understand how executives prefer to receive information in order to tailor messaging and materials used accordingly.
  • Increase confidence when meeting with high-title decision makers.
  • Prepare for the next steps after the executive meeting in order to appropriately progress the sales opportunity.

    Enable sales management and senior leadership to:

    • Ensure salespeople are comfortable and confident when presenting and selling to the C-suite.
    • Collect and share best practices on the most effective selling tools for each decision style.

      Target group

      Who Should Attend?

      Any member of the organization interacting with executives as part of the selling process from sales support, field sales to front line management. Having an understanding of how individuals make decisions speeds up the buying process and clarifies the appropriate steps for the selling organization.

      Agenda

      Overview
      10:00 - 11:15 MILLER HEIMAN GROUP Introduction, research, 5 decision styles & workshops
      11:15 - 11:30 Break
      11:30 - 13:00 5 decision styles & workshops, people correctly assess, facilitated contact - compelling case business reason
      13:00 - 14:00 Lunch
      14:00 - 16:00 Resources & workshop, 5 decision styles: customized strategy & workshop
      16:00 - 16:15 Break
      16:15 - 18:00 Adapted strategy workshop, multiple decision styles simultaneously?, summary, review, questions, program evaluation

      Participants' Comments

      “I’ve begun reaching out to more CEOs and have had at least one successful meeting with a CEO as a result of the training.”

      SALESPERSON, TECHNOLOGY

      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 feesExecutive Impact

      Date

      City

      Country

      Language

      Coach

      PRICE (+VAT)

      Book

      15.11.17

      Frankfurt

      DE

      German

       Heribert Schuwerk

      1.295,- EUR

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      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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