TCI Sales University: Strategic Selling

TCI is pleased to present a series of workshops in 2010 focused on sales strategies and skills. The first in the series will be held on January 27 and 28 and will tackle "strategic selling".

Strategic Selling®
Comprehensive Strategy for Complex Sales

January 27-28, 2010
Batterymarch Conference Center, 60 Batterymarch Street, Boston
8:30 am – 4:30 pm
Cost: $1595

Breakfast and lunch are included each day. Continental breakfast begins at 8:00 am.

Receive a FREE Miller Heiman book when you register for this program:  Getting to the Economic Buyer.  Use Promotional Code:  TCI2010

To register online, CLICK HERE. Please contact Abby Tracy at atracy@commonwealthinstitute.org or (617) 888-7156 with any questions.

Strategic Selling® may be the right solution if your sales organization is trying to:
•Secure approval from multiple decision makers.
•Navigate the internal bureaucracy of customers and prospects.
•Gain more visibility into the status of important sales opportunities.
•Allocate resources appropriately for large sales.
•Improve team collaboration to pursue strategic opportunities.
•Forecast revenue with greater accuracy.
•Increase close rates for opportunities with long sales cycles.

Who Should Attend:
Any member of your organization involved in selling, from field salespeople to senior management to sales support, should be involved in the implementation of your sales process.

Sales opportunities that involve multiple decision makers in the customer's organization, significant revenue potential, and lengthy sales cycles require a process to effectively manage these critical pieces of business from start to close.

The Strategic Selling® process helps participants correctly identify all key players in the customer's organization, understand each person's degree of influence, and their reasons for buying. Participants will learn to evaluate their competitive position, differentiate their company by leveraging its unique strengths, and address the business and personal motives of each decision maker in the client organization.

Concepts presented during this workshop will be applied to your actual sales opportunities, which often results in increased productivity during the two-day workshop instead of “time out of the field.” Recommendations from the professional facilitator, plus input from other participants during small group sessions, will help you build a plan to win your most challenging sales opportunities.

Strategic Selling® significantly improves the odds of winning complex sales opportunities. It gives organizations a common process and language for pursuing sales opportunities and criteria for allocating resources to determine when to walk away from resource-intensive deals with a low probability of success. Participants will learn how to focus time and energy on those opportunities most likely to become profitable, long-term customers. This process is documented by using a sales tool called a Blue Sheet that can be integrated with all popular CRM systems.

Miller Heiman Alumni Resources

After participating in any Miller Heiman workshop, you are entitled to lifetime alumni benefits including:

• Sales Process Tools and Materials
• Networking Events
• Live Support from Sales Process Experts

About Miller Heiman: The Sales Performance Company

Miller Heiman is a global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organizations to improve sales effectiveness through issue-based consulting, training seminars and proprietary intellectual property. Headquartered in Reno, Nev., Miller Heiman has additional corporate offices in the United Kingdom and Australia and offers programs in more than 30 countries. For regular updates on new articles, events, and products, follow @MillerHeiman on Twitter.