Reno, Nevada (PRWEB) March 18, 2009
Miller Heiman's executive vice president of business development, Bill Golder, will highlight the actions impacting sales growth at the Chicago Business Travel Association (Chicago BTA) Allied Member Square Table on March 18. Golder will discuss the results from the 2009 Miller Heiman Sales Best Practices Study and what they revealed about what World-Class sales organizations are doing differently to succeed in complex, business-to-business selling environments.
Golder will provide insights on key areas that are of top concern for sales leaders today in a discussion titled Sales Strategies for Succeeding in a Down Economy. The audience will include members of the Chicago BTA who are leaders at companies that buy or provide business travel and meeting services.
Topics to be included in this keynote session are:
- Managing sales force productivity
- Responding to pricing pressures
- Getting closer to key customers
- Selling at the executive level
- Improving forecast accuracy
Organizations identified as World Class were able to achieve a higher level of growth compared to their peers in all five key metrics examined in the study:
- Average Account Billing
- Sales force quota attainment
- Number of qualified opportunities/leads
- Customer retention
- Forecast accuracy
Miller Heiman executives are available to discuss the results of the 2009 Miller Heiman Sales Best Practices Study for the purposes of editorial, sales conferences, association events, and executive team meetings.
About Miller Heiman
Miller Heiman is the 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 and training. Headquartered in Reno, Nevada, Miller Heiman has additional corporate offices in the United Kingdom and Australia and offers programs worldwide in 15 languages. For more information, contact 877.506.2973 or visit Miller Heiman's website.