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Strategic Selling withPerspective and Large AccountManagement Process MODALITYPROGRAM DESCRIPTIONStrategic Selling with Perspective and Large Account Management Process teaches concepts to win complex sales opportunities as well as expand existingrelationship with existing accounts. Strategic Selling with Perspective delivers aselling process and action plan to successfully sell solutions that require approvalfrom multiple decision makers in the customer’s organization. The Large AccountManagement Process, better known as LAMP , is a customer-centric, businessplanning process for managing your relationships with your most significant accounts.LEARNING OBJECTIVES Align the selling process steps to thecustomer’s buying process steps Optimize selling time Allocate adequate time to keeping thesales funnel healthy Find appropriate ways to provideperspective to each player in a sale Gather account data about keyplayers, revenue history, industrytrends, business and organizationalissues, and the account’s view of youand your closest competitors Identify the strategic players, fieldof play’s trends, field of play’sopportunities, your organization’s Identify and develop Coachesstrategic strengths, and your Identify & address the competitiveorganization’s critical vulnerabilityalternatives at play Synthesize key collected informationinto a set of possible actions Determine your position on theBuy-Sell Hierarchy, both from yourperspective and the Field of Play’sSKILLS Customer-focused approach Understands customer needs Effectively presents solutions Understands issues/motivations Knows the buying influences Expands the service Negotiates strategically/tactically Maintains the relationship Prospecting Identify action planning steps Qualifying Conduct account strategy planning Strategic planning and analysis Manages Implementation of Understands Buying Influencer’s needs16strategic plans Determines revenue churn risks

ProfessionalSelling Skills MODALITYPROGRAM DESCRIPTIONProfessional Selling Skills reflects the skills used by world-class sales professionalsto help customers succeed, including understanding customer needs andconsistently developing solutions that deliver results. A research-based program,Professional Selling Skills teaches customer interaction skills that enableparticipants to lead mutually beneficial sales conversations with customers—eventhose who are indifferent or express concerns.LEARNING OBJECTIVES Start sales calls in a positive,customer-focused manner Ensure time spent on a sales callis beneficial to the salesperson andthe customer Promote an open exchangeof information throughout thesales process Ask effective questions that develop a Talk about products and services in away that is meaningful and compellingto customers Create awareness of needs witha customer who is satisfied with hisor her current situation Respond to customer concerns openlyand effectively Close sales calls with mutuallyclear, complete, mutual understandingbeneficial commitments that areof customer needsappropriate and clear, and thatmove the sale and the customerrelationship forwardSKILLS Builds rapport Manages buyer indifference Closes effectively Manages resistance Customer-focused approach Pre-call preparation Diagnoses needs with questions Questions strategically Effectively presents solutions Understands Buying Influencer’s needs Initiates compelling sales conversations Understands customer needs17

SPIN SellingConversationsMODALITYPROGRAM DESCRIPTIONSPIN Selling Conversations teaches sales professionals to use specific behaviorsand skills to have deeper, more insightful conversations with customers as theymove toward a buying decision. Participants learn how to listen for customer needstatements that signal when is the best time to discuss a solution. They learn howto use SPIN Questions as powerful tools to help a customer explore problems,the impacts of not addressing them, and the payoffs of finding the right solution.LEARNING OBJECTIVES Uncover Implied Needs and developExplicit Needs Use SPIN Questions in acustomer dialogue Demonstrate Capability to meetcustomer needs Align offerings to customer needsto increase acceptance Improve the quality and quantityof customer commitments Provide insights that help customersthink differently about theirchallenges and needs Create competitive differentiation Engage in sophisticated conversationsand uncover hidden informationSKILLS Customer-focused approach Qualifying Diagnoses needs with questions Questions strategically Effectively presents solutions Strategic planning and analysis In-depth questioning Understands Buying Influencer’s needs Initiates compelling sales conversations Understands customer needs Pre-call preparation18

ExecutiveImpactMODALITYPROGRAM DESCRIPTIONExecutive Impact is based on understanding how C-Level executives makedecisions, so the sales approach can be matched to the way executives preferto buy. Tailoring the presentation of information to meet an executive’s style ofprocessing information significantly increases a salesperson’s effectiveness insecuring approval from high-level decision makers. Executive Impact providesthe process for identifying each of these decision-making styles to deliverthe right information to improve the probability of success.LEARNING OBJECTIVES Understand how executives prefer to Ensure salespeople are comfortablereceive information to tailor messagingand confident when presenting andand materials used accordinglyselling to the C-suite Increase confidence when meetingwith high-title decision makers Prepare for the next steps after the Collect and share best practices onthe most effective selling tools foreach decision styleexecutive meeting to appropriatelyprogress the sales opportunitySKILLS Closes effectively Initiates compellingsales conversations Understands BuyingInfluencer’s needs19

NegotiateSuccessMODALITYPROGRAM DESCRIPTIONNegotiate Success is a customer-focused process that improves a sales force’sability to reach a win-win outcome with customers. This program considersnegotiations an essential part of every stage of the selling process from beginningto end. The joint-venture approach builds trusting relationships with customers andstrengthens the company’s position for future opportunities. Negotiate Successprovides a process to recognize and acknowledge both parties’ perspectives tojointly create agreements that satisfy all critical interests.LEARNING OBJECTIVES Better identify options and Improve preparation and planningalternatives to satisfy interests of theof meetings where items willcustomer and the selling organizationbe negotiated Counter manipulative tacticsthat may be used in complexnegotiations and return to a win-wincustomer interaction Ensure salespeople are practicinga win-win negotiation approach. Effectively collaborate with sellingteams to ensure the best possibleoutcome is achievedSKILLS Negotiates strategically/tactically Prepares clear plan for any negotiation Understands goals, parametersand strategy Proactive approach in creatingwin‑win process and outcomes20 Ready to deal with tactics thatmay arise Shares a common languageabout negotiation Secures a final agreement

ProfessionalSales NegotiationsMODALITYPROGRAM DESCRIPTIONProfessional Sales Negotiations is built on recent global research which identifiedthe critical success factors associated with negotiation success today and intothe future. A two-day program, Professional Sales Negotiations focuses on threekey areas: Sales Negotiations Defined, Preparation, and Leading a Negotiation.Throughout the program, participants focus on planning for their own clientnegotiations, brainstorming options with their peers, and practicing negotiationstrategies. Importantly, participants work with complex negotiating situationsin class, allowing them to succeed in the field in not only similar scenarios but also “in the moment” or less complex scenarios.LEARNING OBJECTIVES Determine which situations requireselling sales skills versus transactionalor consultative negotiation skills andwhen to use these skills Analyze the customer and salespoints of view to gain the perspectiveneeded to negotiate effectively Develop a negotiating strategythat optimizes the outcome for allparties and results in a mutuallybeneficial agreement Lead a consultative sales negotiationthrough to a successful conclusion Redirect counterproductive behaviorsto maintain a consultative approach Generate variables and alternativeswhich satisfy the requirements of allparties and satisfy both negotiatingand relationship goals Utilize planning tools to prepare fornegotiating success – in the moment Adopt a rational mindsetfor negotiatingSKILLS Negotiates strategically/tactically Prepares clear plan for any negotiation Understands issues/motivations Exchange alternatives to Develop a list of alternatives to alterthe proposal Handles clients who engage inresolve differences Handles impasses Secures a final agreementunproductive negotiating tactics21

Securing StrategicAppointmentsMODALITYPROGRAM DESCRIPTIONSecuring Strategic Appointments provides organizations with a solid foundationto build stronger techniques for targeting contacts to secure high-value meetings.This program focuses on initiating contact with prospects or new contacts withina client organization. Securing Strategic Appointments helps bolster confidencefor sales professionals as they learn to quickly identify and leverage their prospect’smost critical business challenges to secure high-quality appointments. Salespeoplewill be partnered with a Miller Heiman Group expert to implement this processinto current prospecting activities to generate valuable leads and move salesopportunities through the sales funnel.LEARNING OBJECTIVES Utilize research to identify possiblechallenges key contacts may be facingto secure time Quickly articulate the value yourorganization has provided to similarindividuals or industries Increase preparation and confidencein prospecting Gain access to previously unreacheddecision makers in current accounts Increase ratio of appointmentssecured through prospecting efforts Share best practices and successfulmessaging across sales teams Fill the top of the sales funnel withquality prospectsSKILLS Prospecting Qualifying Increase contact rates and ratioof quality appointments Value messaging to move salesopportunities forward Improve prospecting effectiveness22 Brings qualified leads to fill thesales funnel Increase professional confidenceand comfort when targetingnew prospects Decrease wasted time in preliminarysales conversations

Buyer-FocusedProspectingMODALITYPROGRAM DESCRIPTIONThis program fills a critical need for consultative, business-to-business salesorganizations to successfully schedule meetings with prospects. No matter howgood a sales team’s face-to-face selling skills are, they also need the skills to beable to effectively secure time with prospects. Buyer-Focused Prospectinghelps improve prospecting results.LEARNING OBJECTIVES Identify target prospects based oncustomer problems or opportunitiesand your capabilities Identify ways to connect withGatekeepers and how to getpast them Plan an effective prospecting Practice delivering a prospectingmessage face to face and on the phone Shorten sales cycles through effectiveprospect messaging Increase the number of qualifiedappointments in new andexisting accountsmessage and deliver it to wina Prospecting AdvanceSKILLS Qualifying Narrows down the list ofpotential prospects Improves qualified pipeline funnel Leverage gatekeepers to increasecontact with decision makers Effective prospecting skills Advances prospecting opportunities Value messaging to move salesopportunities forward23

Strategic Selling Funnel ManagementMODALITYPROGRAM DESCRIPTIONStrategic Selling Funnel Management provides organizations a method foranalyzing opportunities within the sales funnel and for identifying ideal salespersonbehaviors that will enhance sales performance. This program provides a way toexamine individual sales funnels to recognize key actions to be taken by both thesales professional and the customer to help move opportunities through the funnel.LEARNING OBJECTIVES Quickly identify actions required Identify whether opportunities areto move opportunities through theplaced in the right funnel stagessales processbased on established criteria Manage selling time and prioritiesbased on the number or value ofopportunities in the funnel Improve forecast accuracy andfunnel management Identify coaching opportunities tohelp teams and individuals create asteadier stream of prospects to movethrough the funnelSKILLS Implement consistent adoptionof a sales funnel process Eliminate wasted energy in thesales cycle Raise confidence in advancingopportunities to a close24 Reinforce selling behaviors andactivities that move sales forward Increase forecast accuracy Improve predictability

Funnel Scorecard Design and ApplicationMODALITYPROGRAM DESCRIPTIONFunnel Scorecard Design and Application applies the business andopportunity criteria specific to a sales organization’s sales efforts to thatorganization’s sales funnel management process. This provides sales organizationsa method to quickly and systematically identify the best opportunities to pursue,eliminates guesswork, and helps salespeople pinpoint where they stand with eachopportunity in the funnel.LEARNING OBJECTIVES Quickly score opportunities to Make informed decisions on resourcedetermine how they should beallocation when resources are limitedprioritized when selling timeis limited Identify key pieces of unknowninformation to quickly move theopportunity through the funnel Guide salespeople to pursue theright opportunities Easily identify coaching opportunitieswhere key pieces of information areconsistently missing Replicate the best practices ofthe top sellers in the organizationSKILLS Recognizes where to allocate limitedresources for the greatest return Assesses available information aboutthe sales opportunity Identifies critical next steps toprogress through the sales cycle Facilitates win/loss reviews thatimprove future sales actions Improves forecast accuracy25

AchievingChannel LeverageMODALITYPROGRAM DESCRIPTIONAchieving Channel Leverage is an introductory channels program created fordirect sales or channel salespeople who need to collaborate with Partners toachieve greater success for themselves, their end-user customers and their Partners.Achieving Channel Leverage accelerates the performance curve for individuals whoare new to channel sales or channel collaboration, particularly for those who havea strong direct sales or product specialist background. This day-in-the-life programprovides participants a foundational understanding of the key best practices to moreeffectively leverage Partner performance by creating a level-set across a company’ssales teams on both the value and best practices associated with maintaininga healthy channel.LEARNING OBJECTIVES Review foundational channel Understand best practices in theconcepts, including channelpartner selection process in buildingeconomics, channel managementchannel capacity, the importance ofissues, and strategies that changeproactive screening and recruitment,partner outcomesand the top 10 partner questions Understand the importance of Market Learn best practices in channelMapping, which highlights selectingenablement and territory productivitypriority market segments, providesbased on partner classificationinsights on market and channeltransitions, and explores partnercoverage mapping Learn how to define a company’swhole product solution from an enduser perspective, assigning channelroles and responsibilities, and theimpact of product importance level. Review the keys to driving salesproductivity and the importanceof clarity around sales roles andresponsibilities Understand how to minimizechannel conflict through rules ofengagement and focusing on keypredictive metricsSKILLS Works effectively withindirect channels Helps create best practices acrosschannel sales teams Understands how to more effectivelyleverage partner performance Creates greater alignment across avendor’s organization and with theirpartners’ sales teams26

InfluencingPartnership OutcomesMODALITYPROGRAM DESCRIPTIONInfluencing Partnership Outcomes program designed to assist channelmanagers in developing the skills and insights necessary to influence partnerbusiness investments, behaviors and relationships that drive mutual businesssuccess. Distinct from direct sales, selling through partners requires a differentapproach to be effective—one that focuses on understanding and influencingpartner priorities to capture greater mindshare and competitive preference.LEARNING OBJECTIVES Increase partner awareness of theneed to change Differentiate your organizationin the minds of current andprospective partners Reduce the time and investment Secure partner commitments andinvestments necessary to achieverevenue results Develop partner-specific influencestrategies based on a vendor’s uniquevalue differentiators.required to influence partners towardmutually beneficial business outcomesSKILLS Considers the key elements partnerexecutives’ value from their channelaccount manager Identifies partner change objectivesto pursue with a selected partner Categorizes partners based on theirwillingness to invest in partnership Learns multiple strategies forinfluencing partnership outcomes Utilizes effective questioningand listening to build trustedbusiness relationships Raises partner awareness of theneed to change27

EffectivePartner PlanningMODALITYPROGRAM DESCRIPTIONEffective Partner Planning is a program that guides the creation and managementof partnership plans, which focuses limited resources on areas of highest businessreturn for all parties. According to channel competency studies done by MillerHeiman Group, partner productivity improved by more than 120 percent whenchannel managers could develop and manage effective partner plans. Yet lessthan 40 percent of study respondents agreed that channel sales professio

For more than 40 years, Strategic Selling has helped sellers win more deals faster. With the addition of Perspective, Strategic Selling with Perspective is the strongest selling process available. In a world of rapidly changing buyer expectations, your selling teams need to provide insight and value through Perspective in a strategic way.