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"After engaging Marc's sales philosophy, we had our best sales year ever, even in a down economy!"
-- Chester Elton & Adrian Gostick, Authors of
"What's impressive is how Miller not only builds a case for a new sales role, but also gives the specific strategies and competencies to turn theory into practice. Best of all, he serves it up in an easy to understand, highly readable manner."
-- Tom Muccio, former president, Strategic Account Management Association - former President of Global Consumer Team, Procter & Gamble
"Miller's theory that the best salespeople are really 'businesspeople who sell' hits a bull's-eye. What's even better are his practical guidelines on how to do this. This strategy is a game changer and has made a huge difference for our organization."
-- John McVeigh, SVP Global Sales, O.C. Tanner Recognition Company
"Few people understand selling better than Marc Miller."
-- Mark Woodka, former Sr. Dir, Emerging Technology Sales, BEA
"Marc Miller's principles are perfect for these turbulent times. He motivates anyone who touches customers to achieve better results by simply adding more value."
-- John T. Stuart, National Sales Director, Genentech USA
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A Seat at the Table
How Top Salespeople Connect and Drive Decisions at the Executive Level
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Presented by Marc Miller
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Are you a sales person who sells their wares or a business person who builds solutions? If you are tasked with calling into the executive suite, you best be the latter as the traditional seller will fail here. Executive-level selling requires a completely unique skill set, not only to get in the door, but to get the deal done.
Marc Miller, author of "A Seat at the Table: How Top Salespeople Connect and Drive Decisions at the Executive Level," helps sales professionals master selling at the executive-level. Using his specialized approach, Marc teaches you what senior executives expect from sales people who call on them and how to best align your approach with their buying needs. You may attend this webinar as a seller, but you will leave as a prepared business person ready to call on senior executives…and take your income level to new heights.
In this webinar, you'll learn how to:
• Connect with executives and decision makers - psychologically, strategically, and financially - from the very first point of contact to prove your value
• Transform your sales game to become a business person who creates solutions
• Use a simple, analytical matrix for developing customer strategies
• Develop a first-call approach to help you build stronger connections with prospects – particularly at the senior executive level
• Handle prospect discovery conversations using the FOCAS Questioning Model
As an added bonus, you'll receive Marc's white paper, "Taking Your Seat at the Negotiations Table," a conversation with Tom Muccio, former president of Global Consumer Teams at Procter & Gamble.
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Suggested Attendees: Sales people and their sales managers
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| About the Presenter: |
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Marc Miller is founder and CEO of Sogistics Corporation. Sogistics is a sales productivity improvement company, specializing in providing strategies and solutions that better sustain profitable growth. Marc is the author of the best-selling book, Selling is Dead (John Wiley and Sons) – and now his latest book released in May 2009, A Seat at the Table. The Sogistics client list includes Genentech, Trimble, Nokia, Wolters-Kluwer, Oerliken, and Timken. Marc has a graphic arts background, and has owned companies in the printing, packaging, and healthcare industries. Marc resides in Boston Heights, OH. ... read more |
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