Serendipity & Miller Heiman Partnership


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  • We work at the organizational-level with Sales and Business Leaders to develop sales strategy and process, and we work with individuals to implement our processes and improve their selling skills
  • Each year at Miller Heiman, we publish the largest research study on sales performance best practices. We take a look at the issues and challenges salespeople are facing and what are they doing about these issues and challenges. Because of the sheer size of our research, last year we had over 2,000 people take our research study, we are able to segment out those companies we consider to be winning sales organizations. Winning sales organizations are those companies that have a year of increases in selling, a year of increases in average account billing, and a year of increases in new acquisitions. If a company has all three of those, we consider them a winning sales organization. Only 8% of the total population met the criteria to be a winning sales organization. The Miller Heiman Sales System is our model of these winning sales organizations, which we use to help our clients achieve results.
  • This image describes…our entire company. Describes the different ways we help our clients to execute on each of the key components of the Sales System. The result is high performing sales organizations and high performing sales people.
  • Serendipity & Miller Heiman Partnership

    1. 1. Introducing Miller Heiman <ul><ul><li> </li></ul></ul> 27 Kallergi Str. – Melissia 15127 Athens, Greece
    2. 2. OUR MISSION To assist our clients achieve optimal and long lasting performance, and constantly build a successful firm staying abreast of ‘best and innovative practices’ in the training and consulting arenas. OUR VISION To observe, connect and combine in a Serendipity pattern, the Knowledge and experience of organizations and institutions, in order to empower them, and lead them to excellence. OUR ADDED VALUE Since the business world is continuously shifting in terms of economy and markets, organizations strangle to maintain their revenues, often adopting a ‘business as usual’ approach. SERENDIPITY LTD assists clients to ‘review’ their human resources and operations strategy, and align them to the current environment, through analyzing their training and organizational needs, and providing realistic and effective programs and solutions. slide
    3. 3. SERENDIPITY LTD was established in Mid 2009 and it is based in Athens, but operates all over Greece and abroad. From planning to delivery, we can provide tailor- made training programs and consulting services, that can meet your particular needs. slide
    4. 4. <ul><li>Consulting </li></ul><ul><li>We support our clients to design their enterprise learning program, enabling the people behind the business, to have them designing their purpose, letting the technology to match their needs, ensuring a committed and willing audience for required programs and projects. </li></ul><ul><li>Harnessing our extensive experience of business processes, we provide our clients a number of consulting services regarding: </li></ul><ul><ul><li>Business strategic and tactical plans </li></ul></ul><ul><ul><li>Business organization </li></ul></ul><ul><ul><li>Business process reengineering </li></ul></ul><ul><ul><li>Sales coaching </li></ul></ul><ul><ul><li>Design and implementation of quality management systems (ISO 9000, TQM, ISO 22000) </li></ul></ul><ul><ul><li>Design and implementation of environmental and health & safety management systems (ISO 14000, OHSAS 18000) </li></ul></ul><ul><ul><li>Risk assessment </li></ul></ul><ul><ul><li>Access ability studies </li></ul></ul><ul><ul><li>Warehousing & materials handling </li></ul></ul><ul><ul><li>Investment evaluation / cost-benefit analysis </li></ul></ul><ul><ul><li>Interim management </li></ul></ul><ul><ul><li>CRM design & implementation solutions </li></ul></ul> slide
    5. 5. <ul><li>Professional training Every learning program is a change opportunity program . Our training services cover a wide range of Managerial disciplines such as: Team building and corporate culture development, </li></ul><ul><li>Company vision and mission enhancement, </li></ul><ul><li>Managerial skills development, leadership styles, </li></ul><ul><li>Change management, Crisis management, </li></ul><ul><li>Performance evaluation, </li></ul><ul><li>Conceptual and Strategic Selling Methodology </li></ul><ul><li>The methodology we follow is based on </li></ul><ul><li>systemic thinking, </li></ul><ul><li>experiential approaches, </li></ul><ul><li>appreciative inquiry and strength based coaching. </li></ul><ul><li>Detouring the “business as usual” approach, our training programs are designed and implemented to suit clients needs defined along with the client. </li></ul><ul><li>  </li></ul> slide
    6. 6. <ul><li>Miller Heiman – The Sales Performance Company </li></ul><ul><li>Miller Heiman helps companies and individuals that compete for high-value business-to-business sales develop strategies, processes and skills to consistently win business – especially when the sales process is complex and the marketplace demanding. </li></ul><ul><li>Being in business for nearly 30 years , Miller Heiman has been evolved into the world’s largest sales performance consulting and training firm and the preeminent thought leaders in the space. </li></ul><ul><li>Corporate Office Locations are: </li></ul><ul><li>Miller Heiman Corporate Headquarters, Reno, Nevada </li></ul><ul><li>Miller Heiman Europe, Milton Keynes, England </li></ul><ul><li>Miller Heiman Pty Limited Asia-Pacific, Neutral Bay, Australia </li></ul><ul><li>Some additional facts: </li></ul><ul><li>Over 1,000,000 alumni </li></ul><ul><li>Over 10,000 client engagements </li></ul><ul><li>Programs translated in 15 languages </li></ul><ul><li>Operating in over 30 countries </li></ul><ul><li>Over 550 active clients </li></ul>
    7. 7. Typical solutions <ul><li>Improving performance of sales organizations </li></ul><ul><ul><li>Implementing consistent, repeatable processes to create and manage opportunities and to protect and grow strategic accounts </li></ul></ul><ul><ul><li>Implementing tools to enhance collaboration, drive adoption of best practices, and enable more effective sales management </li></ul></ul><ul><ul><li>Benchmarking sales force practices and productivity, identifying improvement opportunities, and building roadmaps for sales excellence </li></ul></ul><ul><ul><li>Assessing sales talent, identifying developmental needs, measuring the return on training investments </li></ul></ul><ul><li>Improving performance of individuals in the sales process </li></ul><ul><ul><li>Winning high-value complex deals and shortening sales cycles </li></ul></ul><ul><ul><li>Transitioning from product to solution-led sales </li></ul></ul><ul><ul><li>Preserving price and margin integrity </li></ul></ul><ul><ul><li>Protecting and growing strategic accounts </li></ul></ul><ul><ul><li>Developing win-win negotiation strategies that strengthen client relationships </li></ul></ul><ul><ul><li>Persuading C-level decision makers </li></ul></ul>
    8. 8. Representative clients Business & Professional Services Aramark Bax Global Ceridian Corporate Express FedEx Kinko’s Iron Mountain PriceWaterhouseCoopers Communications Cingular Wireless Nuance Acterna Consumer Products Coors Brewing Hallmark Lego Levis Energy Alliant Energy Chevron Fina Shell Financial Services Fidelity GE Capital Services Visa Healthcare Allegiance Beckman Coulter Hill-Rom Roche Diagnostics Ventana Industrial & Chemical Griffith Laboratories KLA Tencor Lockheed Martin PolyOne Siemens Insurance Aon Hilb Rogal & Hobbs Wausau Technology Applied Materials Ingram Micro Microchip Pixelworks Sun Microsystems Veridian
    9. 9. Thought leadership – Publications <ul><li>Books </li></ul><ul><li>The Sales Performance Journal </li></ul><ul><li>Over 1.5 million copies sold </li></ul><ul><li>Over 80,000 Subscribers </li></ul>
    10. 10. The promise <ul><li>If you choose to work with us, you can expect…. </li></ul><ul><li>Access to World Class Expertise </li></ul><ul><ul><li>We're specialists -- Sales performance is our one and only passion. You will get access to the top experts in the business along with proprietary research and insights to help drive success. </li></ul></ul><ul><li>Rigorous, Practical Solutions </li></ul><ul><ul><li>We won't prescribe a solution until we understand what you're trying to accomplish, fix or avoid. We have proven frameworks, tools and diagnostics and that make this discovery process quick and accurate. As a result, you will receive practical solutions that will work in the real world. </li></ul></ul><ul><li>Speedy Implementation </li></ul><ul><ul><li>We understand the urgency sales leaders face to drive revenue, and we've designed our solutions for quick deployment across your organization. We can go as fast or as slow as your organization can handle. Since we have experience and capability, we can get down to business very fast. </li></ul></ul><ul><li>Maximum Impact </li></ul><ul><ul><li>Our solutions reflect our hands-on experience and work in the real world. We strive to make our clients more capable. We transfer our “know-how,” so that, irrespective of the solution, client organizations are stronger as a result of working with us. Our solutions are never “one off”. They always help sustain performance. We will become vested in your complete success. </li></ul></ul>
    11. 11. The Miller Heiman Sales System TM <ul><li>Our Framework: </li></ul><ul><li>To help clients uncover sales performance and sales force productivity issues; and </li></ul><ul><li>To define, prioritize and track improvement initiatives. </li></ul>The Miller Heiman Sales System TM
    12. 13. Alumni Roster <ul><li>Attending Miller Heiman programs: </li></ul><ul><li>Entitles you to Miller Heiman alumni benefits that include: </li></ul><ul><ul><li>– The Sales Performance Journal explores important sales-related issues by interviewing business leaders, academics and analysts, and featuring findings from Miller Heiman's proprietary sales performance research, best practices, case studies and white papers. </li></ul></ul><ul><ul><li>– Sales Performance Tips which is a monthly publication sharing relevant and actionable advice that you can apply immediately to win business quickly and consistently. </li></ul></ul><ul><ul><li>– The Alumni Update newsletter which keeps you current with the latest trends on sales performance. You'll be alerted on the most newsworthy and relevant research reports, white papers, informative webcasts and articles. </li></ul></ul><ul><ul><li>– Plus, you'll receive exclusive savings available only to alumni. </li></ul></ul>
    13. 14.  +30 210 8032434 Serendipity Ltd +30 6977 500399 Aristofanis Tzallas +30 6972 703180 Harris Valassoglou  [email_address] <ul><li>For more information contact: </li></ul>