Miller Heiman Client Summit - San Francisco

Monday, October 19, 2009
San Francisco CA
Grand Hyatt San Francisco

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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.

Evolving to Serve Today's Sophisticated Customer
Throughout Oakwood's almost 50-year history, its marketplace and its clients' needs have continually evolved. Once an unparalleled industry leader, the competition began closing the gap in the early 2000s. In order to maintain industry leadership and grow market share, major change was needed in marketing and sales. In this session, you will hear the story of how Oakwood's sales and marketing leadership transformed the organization to further grow its position as the industry leader.

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.

Accelerating Growth through a Strategic Account Management Program
Many companies target major accounts through a sales-focused approach. JDSU has implemented a strategic accounts program designed to accelerate growth and deepen relationships profitably and sustainably with its most strategically important customers.  Learn how this implementation was designed to significantly grow the company's "share-of-wallet" at targeted strategic accounts through a disciplined, systematic, and cross-functional team approach that delivers differentiated, compelling value to key customers and contributes to the customers' overall business drivers.

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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