Miller Heiman Client Summit - Atlanta

Tuesday, November 10, 2009
Atlanta GA
The Westin Buckhead

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9:30 a.m. - 4 p.m.
Cocktail Reception to follow immediately

Please note that this event has passed.

Session Descriptions

Trends in Sales Leadership
Sales leaders need information and actions that will translate into results, fast. The NOW of Sales Leadership theme of this year's Summit is in response to this need. In this Summit kickoff session, Sam Reese will discuss the trends Miller Heiman has seen develop over the past year and provide recommendations on how to successfully manage sales performance in the months to come. This session includes a look at new ways Miller Heiman is partnering with clients to ensure their success in an increasingly competitive marketplace.

Competing Against Commoditization
Sulzer Pumps is differentiating itself in a highly commoditized, mature industry. In response to the challenges of this situation, the company launched a plan in 2007 to create long-term, cross-functional changes in the way the company wins business. The results to date have positively impacted coaching, forecast accuracy, and customer management, as well as revealed where there is additional work to be done. John Murray, regional manager, will share how this initiative has been sustained so far and lessons learned along the way.

Replicating the New High Performer
Many salespeople are returning to the basics by focusing on building strong customer relationships.  But that common approach alone won't win more business, or even keep existing customers. Research conducted by the Sales Executive Council found that one type of sales professional uses an effective customer approach that makes him or her more likely to be successful in this market and sustain that success when conditions improve. In this presentation, you will learn the strategies that are winning sales today as well as how sales leaders can better enable all reps to effectively respond to changing customer expectations.

Top to Top Relationships
In today's hyper-competitive sales environment, strategic customers require the regular attention of CEOs and other top execs. Learn how Welch Foods has been protecting and growing its relationship with key partners and customers by connecting its top executives at the right time and for the right reasons.

Treating Strategic Accounts as Corporate Assets
Bob Miller challenges the common corporate myth that assets are limited to people, property, plant, equipment, and intellectual property. Today’s reality is that some of the biggest and most often overlooked assets of a company are its strategic customer accounts. This session will share effective ways to align your strategy with your client's as well as optimizing relationships and creating the value that is significant to your customer.

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