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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.



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Participants' Comments


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ContentSecuring Strategic Appointments Frankfurt Frankfurt

> Christian Behn Miller Heiman Europe GmbH
More about the trainer

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.


            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.”



            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












             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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