Miller Heiman Client Summit - Chicago

Friday, October 30, 2009
Chicago IL
Microsoft Technology Center

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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.

Developing a Winning Sales Culture
Mercer's multi-year journey to foster a winning sales culture has enabled the company to build long-term, profitable relationships with their clients. By employing a consistent and disciplined approach to sales, they have maximized their return on existing sales resources, tightly aligned marketing and sales activities, adjusted sales roles and incentives, deployed technology support and implemented methodology and processes to deliver a consistent enterprise-wide approach to sales growth. In this presentation, you will learn how Mercer's leadership made changes to ensure that their sales team goes to market with a consistent framework, disciplined approach and a common language.

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.

Story of a Sales Transformation
In an economy where resources are scarce and every minute matters, organizations need a structured approach to selling. In this session, learn how FICO instilled a common language, leveraged teamwork, and ultimately improved close rates by implementing processes for qualifying prospects, creating and managing opportunities, and managing large accounts.

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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