SME Events Details

Sales 3.0: How to win by driving Customer Results

Tuesday, May 11, 2010

Marc Miller
Sogistics, Inc.

Abstract: Marc Miller, best-selling author of A Seat at the Table: How Top Salespeople Connect and Drive Decisions at the Executive Level and Selling is Dead, helps sales professionals master selling at the executive-level. Using his specialized approach, Marc teaches what senior executives expect from salespeople who call on them and how to best align your sales team’s approach with the executive’s buying needs.

In this workshop, 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 businessperson 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.

SME-U Workshop Series made possible by:


SME-U workshops are held 7:45 – 9:00 a.m. the second week of every month.
SME-U workshops are held at 6200 Oak Tree Boulevard, Independence, Ohio 44131

Call 216.341.7632 for more information.