Webinars
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"How to make the Miller Heiman Toolset work for you." This webinar addresses the simple steps that you can take to get even better results out of the Miller Heiman tools. We combine the roles of the strategic players within the selected field of play (both on seller and buyer side) with personality instruments like the Meyers-Briggs Type Indicator (MBTI) in order to get an depth understanding of all involved. Examples will focus on Healthcare and IT. Source: KP2 Webinar
"Selling Smart in Healthcare - Results from the 2011 Miller Heiman Sales Best Practices Study for the Medical Device and Diagnostics Industry." Providing the best treatment and convincing the physician is no longer enough to win a deal in the med-tech industry. Increased complexity and budgetary constraints put pressure on sales teams to improve their effectiveness and leverage the best practices revealed by Miller Heiman's annual Sales Best Practice Study. Source: KP2 Webinar
"The Critical Impact of Sales Leaders as Change Agents with Sales Force in order to get Results – and the related Key Success Factors." The purpose is to highlight the key challenge that most sales organizations have to face. Due to significant change trends in their business environment, they need to develop different selling approaches. One key to success is the involvement of the sales leaders for managing this change by leveraging the sales behaviors of their teams. This has to be supported by consistent sales process adoptions. During this webinar, we will explore the key success factors for the adoption of new sales processes and how to control the implementation of this change. Source: KP2 Webinar
2010 Miller Heiman Sales Best Practices Study - Healthcare industry Sales Force Effectiveness in the Healthcare Capital industry: There's some room for improvement!Complexity of sales in the Healthcare Industry has risen dramatically - whilst revenue growth is slowing down. That's why Sales Force Effectiveness and the initiatives associated with it were the key issue in many discussions. Take a look at the results of the Healthcare Industry of this year's Miller Heiman Sales Best Practices Study and learn more about what makes a Sales Organization World-Class. Source: KP2 Webinar
Sales Excellence: How to Make Your Bid Worth the Effort This webinar is about using a funnel model to define the sales stages of an opportunity and to develop criteria when to bid- and when not. Moreover, it will be made clear, that it is important to check for alignment of purchasing and sales process and to position yourself on value and not to negotiate for the price. Source: KP2 Webinar
