A Seat at the Table
How Top Salespeople Connect and Drive Decisions at the Executive Level
Are you a sales person who sells their wares or a business person who builds solutions? If you are tasked with calling into the executive suite, you best be the latter as the traditional seller will fail here. Executive-level selling requires a completely unique skill set, not only to get in the door, but to get the deal done.
Marc Miller, author of 'A Seat at the Table: How Top Salespeople Connect and Drive Decisions at the Executive Level,' helps sales professionals master selling at the executive-level. Using his specialized approach, Marc teaches you what senior executives expect from sales people who call on them and how to best align your approach with their buying needs. You may attend this webinar as a seller, but you will leave as a prepared business person ready to call on senior executives and take your income level to new heights.
In this webinar, you'll learn how to:
Connect with executives and decision makers - psychologically, strategically, and financially - from the very first point of contact to prove your value
Transform your sales game to become a business person who creates solutions
Use a simple, analytical matrix for developing customer strategies
Develop a first-call approach to help you build stronger connections with prospects particularly at the senior executive level
Handle prospect discovery conversations using the FOCAS Questioning Model
As an added bonus, you'll receive Marc's white paper, 'Taking Your Seat at the Negotiations Table,' a conversation with Tom Muccio, former president of Global Consumer Teams at Procter Gamble.
Marc Miller is founder and CEO of Sogistics Corporation. Sogistics is a sales productivity improvement company, specializing in providing strategies and solutions that better sustain profitable growth. Marc is the author of the best-selling book, Selling is Dead (John Wiley and Sons) and now his latest book released in May 2009, A Seat at the Table. The Sogistics client list includes Genentech, Trimble, Nokia, Wolters-Kluwer, Oerliken, and Timken. Marc has a graphic arts background, and has owned companies in the printing, packaging, and healthcare industries. Marc resides in Boston Heights, OH.
Are you a sales person who sells their wares or a business person who builds solutions? If you are tasked with calling into the executive suite, you best be the latter as the traditional seller will fail here. Executive-level selling requires a completely unique skill set, not only to get in the door, but to get the deal done.
Marc Miller, author of 'A Seat at the Table: How Top Salespeople Connect and Drive Decisions at the Executive Level,' helps sales professionals master selling at the executive-level. Using his specialized approach, Marc teaches you what senior executives expect from sales people who call on them and how to best align your approach with their buying needs. You may attend this webinar as a seller, but you will leave as a prepared business person ready to call on senior executives and take your income level to new heights.
In this webinar, you'll learn how to:
Connect with executives and decision makers - psychologically, strategically, and financially - from the very first point of contact to prove your value
Transform your sales game to become a business person who creates solutions
Use a simple, analytical matrix for developing customer strategies
Develop a first-call approach to help you build stronger connections with prospects particularly at the senior executive level
Handle prospect discovery conversations using the FOCAS Questioning Model
As an added bonus, you'll receive Marc's white paper, 'Taking Your Seat at the Negotiations Table,' a conversation with Tom Muccio, former president of Global Consumer Teams at Procter Gamble.
Marc Miller is founder and CEO of Sogistics Corporation. Sogistics is a sales productivity improvement company, specializing in providing strategies and solutions that better sustain profitable growth. Marc is the author of the best-selling book, Selling is Dead (John Wiley and Sons) and now his latest book released in May 2009, A Seat at the Table. The Sogistics client list includes Genentech, Trimble, Nokia, Wolters-Kluwer, Oerliken, and Timken. Marc has a graphic arts background, and has owned companies in the printing, packaging, and healthcare industries. Marc resides in Boston Heights, OH.
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Training
Provided by Business Expert Webinars
- T asked: can you please send me a copy. i dont see what I have to do to pay for the content.
About The Training Provider: Business Expert Webinars
Business Expert Webinars - BEW speakers are international business experts including best-selling authors, award-winning speakers, and business gurus using webinar technology to deliver eLearning seminars. With over 750 live webinars on the schedule, delivered by over 150 speakers, BEW can help any business professional take their game to the next level.
