Business Performance International are accredited independent sales consultants for Miller Heiman Inc. For over 30 years, Miller Heiman has brought precision to the art of selling. Their simple,powerful processes and tools help drive performance, especially when the sales cycle is complex and the marketplace demanding.

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'Everyone in the room at our event came up to me and personally thanked me for inviting Rob to speak. They found his style warm, engaging, humorous and most importantly REAL! He challenged our way of thinking and gave us some great ideas that we could put into practice straight away. Thank you very much for an awesome presentation Rob!'
Carolyn Stafford, Connect Marketing Professionals, www.connectmarketing.com.au

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www.robhartnett.com

Companies come to Corporate Visions when they want to close more business. For nearly two decades we’ve helped companies win deals by teaching their sales organisation what to say and how to say it.

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Successful Large Account Management Process(sm) (LAMP®) demonstrates how a team effort toward managing complex large revenue accounts helps you win. Learn how to manage cross-functional team in ways that clarify roles and responsibilities, boost collaboration, increase effectiveness and ensure accountability.

Learn how to position yourself with senior level people in the buying organisation and deliver the results that matter most.

Improve relationships between your company and individuals within your key accounts.

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The roles are the same, but today's key decision makers, known as the Economic Buyer are behaving differently in response to a changing marketplace. This is a a quick but must read for busy sales professionals.

This volume of the SHORT TAKES(SM) applies the principles of Miller Heiman's sales methodologies to the realities of the current selling environment.

• What's Driving the Economic Buyer to Behave Differently
• Stop "Done Deals" from Coming Undone
• What's Different About the C-Level Exec
• Great Expectations of the C-Level
• Four Golden Rules for Meeting with Economic Buyers
• Your One Chance at the C-Level
• Don't Neglect the Other Buying Influences

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Virtually every step in business involves negotiation of some kind, yet the actual process of conducting a successful negotiation is rarely taught. The Negotiation Fieldbook features proven as well as innovative strategies for handling each phase of negotiation with skill and confidence and provides you with no-nonsense guidance that can be difficult, if not impossible, to find.