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Miller Heiman Launches New Workshop

Program addresses challenge of securing time with
key decision makers

RENO, NV -  October 17, 2008  -   Miller Heiman announced today the launch of a new workshop that helps sales and business development professionals secure time with prospects and customers. Complementary to Miller Heiman's Strategic Selling® and Conceptual Selling® methodologies, Securing Strategic Appointments workshops have been scheduled in cities throughout the United States.

"The current economy has prompted many sales professionals to become overly focused on closing sales," said Sam Reese, president and CEO of Miller Heiman. "The problem this creates is a lack of attention on the new opportunities required to maintain a healthy sales funnel. Salespeople need to maintain a balance between closing sales and creating new opportunities."

Securing Strategic Appointments applies a win-win principle not typically found in prospecting programs. Workshop participants are provided a method to understand their prospect's challenges and connect more effectively through concise and powerful messaging. According to product manager, Bree Pressey, attendees will improve their call-to-appointment ratios and secure high-value introductory meetings as a result of attending this program.

"The basic premise is that selling work cannot take place without first establishing time with key buying influences," Pressey said. "Ideal prospects are not always knocking on our doors asking to do business with us. It's crucial for sales reps to get their attention and communicate the value they can bring to their organization immediately. This workshop addresses that need."

Miller Heiman will run its first public Securing Strategic Appointments workshop November, 20 in Boston. Go here to view other workshop dates and locations.

About Miller Heiman: The Sales Performance Company

Miller Heiman is the proven leader and innovator in sales execution with more than 30 years of helping businesses grow profitable sales by increasing their close rates, lowering the cost of sales and reducing the length of the sales cycle. The company’s common framework of easily repeatable methodologies, combined with a tradition of research and thought leadership, helps firms of all sizes win complex sales. Miller Heiman is a worldwide leader in sales performance with programs in 20 languages and corporate offices in the United States, the United Kingdom and Australia. For more information, visit www.millerheiman.com.