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[Music] hello my name is sikre roer the millerman methodology is seen in today's business as the well established and extremely successful tool for B2B Sales Management people ask me very often why this is the case therefore we would like to briefly explain how it works so you can judge yourself the system covers the Three core sales activities creating opportunities managing opportunities and managing relationships there is a special program for each of these activities and here is a brief description let's start with creating opportunities the Green Sheet process have you ever wondered how many times a day you are communicating with clients if you add emails and phone calls to your personal face-to-face meetings you could easily end up with some 30 interactions per day would you therefore agree that communic ation skills are a critical success factor for salespersons by focusing on the preparation of sales interactions and implementation of effective communication conceptual selling addresses this importance the Green Sheet is Miller heyman's tool supporting the best practices communication methodology the bias concept is the starting point for each interaction the salesperson should focus on understanding the solution image his client has in mind our experience with worldclass selling organizations show it is not about products or Solutions but about what this person would like to accomplish to fix or to avoid as a matter of fact questioning techniques are a key element of this program we believe these skills are often even more important than presenting and talking since without asking the right questions that explore the buyer's attitude beliefs and concerns you will not be able to understand his Concept in a world of increasingly commoditized products and services addressing the concept and linking it to your strength is becoming the only effective remaining way of differentiation to providing a competitive Advantage for your solution thank you for your interest certainly there is much more in conceptual selling I could tell you about instead let's talk about what's in it for you personally you can accomplish a better understanding of your customers's needs and earlier qualification if there is really a chance to win this deal you can fix the issue of creating true differentiation by selling based on value instead of product and you can avoid dealing with objections by asking questions instead of delivering statements I I hope that I met your personal concept and I am looking forward to seeing you soon in one of our workshops with understanding the client's concept you now have a solid foundation for managing this sales opportunity my colleague Mira Catalina will provide you with some detailed information on this aspect hello ladies and gentlemen the milman Strategic selling process is giving us with the blue sheet a tool to analyze complex selling opportunities and develop strategies for success first of all we have to analyze our positioning to whom we want to sell what we want to sell for how much money and by when does the customer want to buy who is our competition and how are we positioned in the eyes of the customer compared to them then we need to analyze the situation of the people involved in the buying decision their role in the decision- making process their influence Ence on the decision to buy their perception of the need to do something and of our proposal their drivers for this meaning the results they expect to see as a consequence of their expenditure and their personal drivers to do it the goal of the analysis consists in understanding and generating relevant areas of differentiation strength but also in assessing which of this critical information are missing or what other other factors could threaten our success red flags with all these knowledge we can start developing a strategy for Success which means to eliminate red flags and leverage our strength this structured approach has a number of benefits it helps focusing on the customers decision-making process and on the individual people who make the buying decision it shows which opportunities can be won and how to win them fast and which ones should be dropped or parked because the timing is not right or we can't add value to the customer it focuses the organization and helps setting priorities and managing time more efficiently it improves forecast accuracy and the heat rate it provides an excellent coaching tool for managers and helps creating a learning organization winning a project however is not enough in B2B sales for long-term business relationships must be developed and fostered this process is described on our goal sheet and my colleague zik fre ker will tell you more about it thank you Mera the key account management is the Supreme discipline in B2B sales and ultimately important for the corporate success the Go sheet by millerman which is available also electronically is the tool to implement the lamp process at the left hand side you will see the situational appraisal we identify and build like Rank and like expertise relationships to the seven to 10 key players these key players usually react on external trends to make decisions which we call Strategic initiatives now we connect our best fitting unique strengths with these strategic initiatives you will receive a conclusive closed loop and pinpointing direction of the current situation and relationship the situation appraisal is the base for the key account strategy the strategy consists of a charter statement various programs and initiatives to extend and improve the relationship to the account it provides an investment plan and a revenue projection to support and secure the Investments let's look into the most important part the action plan now priority actions are always based on the current projects our investment plan is executed by sales and support programs An accounts review with the account team is scheduled each 90 days with management we do a 180-day review especially to approve strategy and Investments the alignment with the customer happens at least once a year the value of the lamp process lies in the objective approach towards the key account strategy and Investments needed it gives a Common Language and methodology to multinational and Multicultural teams to form a consistent and successful Global strategy for for Global accounts for the management the lamb process provides a perfect foundation for Investments and strategy decisions especially if there are more than one account per industrial sector in the dialogue with the client we focus on the key contact priorities rather than our products and solutions it moves the customer challenge into the center of all our discussions as you can see Talent alone is not enough to guarantee success in sales the mahim methodology gives you a Common Language a common understanding and a structured approach for sustainable success in B2B sales there is the evidence that companies using the tools are more successful we the kp2 team invite you to meet us and learn more about our processes