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Sales Training & Workshops

Business Performance International is an accredited Miller Heiman consultancy providing the leading sales processes, skills and knowledge of the Miller Heiman Organisation which they have developed over 30 years involvement in global sales training. This association allows us access to a global network of accredited Miller Heiman accredited sales training facilitators which results in consistent training techniques and processes being able to be rolled across whole organisations efficiently and effectively. We run private coaching sessions for organisations and also run a public program as well.

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Conceptual Selling®

Our Conceptual Selling® process helps organizations and individuals sell more effectively by aligning the way they sell to the way their customers buy. It is especially helpful for organisations transitioning from a product-led sale to a solution-led sale.

Conceptual Selling® requires salespeople to first understand their customers' issues – what they are trying to accomplish, fix or avoid – and then jointly develop solutions. This consultative approach builds credibility and trust, and solutions that are difficult for competitors to replicate.

It also gives an organization a common process and language for planning each customer interaction. For example, the process helps a salesperson create "valid business reasons" to open doors with new prospects and then identify important information and commitments from the customer to move the sale forward.

The rigor and consistency that comes from this discipline ensure a high level of professionalism, facilitate effective sales management, and dramatically increase the odds of winning the business.

Strategic Selling®

Our Strategic Selling® process helps organisations and individuals develop comprehensive deal strategies to win complex sales. It is especially helpful when selling solutions require approval from multiple players on the buy-side before the deal can be closed.
 
Strategic Selling® brings the entire deal into view for a selling organisation. This involves first identifying all key players on the buy-side; understanding each one's degree of influence and motives, evaluating your competitive position and strengths, and uncovering essential unknown information. Then, the salesperson or team develops comprehensive action plans to address the motives of each individual, to shore-up weaknesses, and to uncover uncertainties.

It also gives an organization a common process and language for pursuing large deals, allocating resources, and forecasting.This rigorous process significantly improves the odds of winning big deals in the shortest amount of time or of walking away from resource-intensive deals with a low probability of success.

If your organisation is trying to address the following issues, then Strategic Selling® may be the right solution.

• Solutions requiring approval from multiple decision makers
• Navigating the internal bureaucracy of customers and prospects
• Poor visibility into the status of big important deals
• Difficulty harnessing resources and collaborating on large deals
• Unpredictable revenue forecasting
• Long sales cycles that don't always result in won deals

"I have never participated in any other sales program that is so closely related to our complex selling environment as Strategic Selling®. It was an extremely valuable and beneficial program."

Manager, Healthcare

Large Account Management Process SM (LAMP®)

Today, strategic customer accounts are the most important assets for a successful business. To survive in the current volatile business climate, all companies, regardless of industry or size, must focus on protecting those crucial assets. Strategic accounts aren't just the top revenue-generators; they may include smaller companies offering strong growth potential or unprecedented access to new markets. 

Our Large Account Management Process (LAMP®) helps companies achieve a consistent approach to protecting and growing their strategic accounts by bringing the entire relationship into view. This involves first identifying all key players within the strategic account, trends and opportunities impacting their business, and your strengths to help the customer. Then the focus turns to evaluating the current state of your relationship with the key account and where you need to move that relationship to realise your long-term objectives. Based on this assessment, you create consensus and action plans among your account team to move the relationship forward.

If your organization is trying to address the following issues, then LAMP® may be the right solution.

• Blind-sided by the loss of a key account
• Need to collaborate across the enterprise to unlock the potential of strategic accounts
• Desire to transition from "vendor" to "strategic advisor" to key accounts
• Need insurance against the loss of a key account manager or key sponsor within a key account
• Desire to reverse erosion and start growing revenue within key accounts
• Achieve (revenue) growth objectives set by the executive team

"The idea of using a spreadsheet for large complex accounts to better understand the sales process was extremely valuable. The course didn't try to teach me how to sell, which I appreciate as I have been selling for 17 years. What I do find valuable is putting on paper the complexities involved in selling to a large, national account in order to ensure that I have uncovered/recognized all areas where information may be unknown."

Sales Executive, Insurance

Channel Partner Management SM

Channel Partner Management helps organisations improve the efficiency and effectiveness of their channel relationships. By focusing on mutually beneficial partnerships and win-win strategies, the program helps businesses take their channel relationships to the next level.

Sharing the same goals and recognizing value from the relationship facilitates the alignment of strategies with the channel, gains commitment, minimizes vulnerabilities, and defines clear, actionable partnership goals. The Channel Partner Management process helps to implement a viable action plan to set expectations, focus resources to maximise return on investment and move these relationships toward mutual profitability.

If your organization is trying to address the following issues, then Channel Partner Management may be the right solution.

• Inconsistent commitment among channel partners to your business
• Revenue growth from channel partners below expectations
• Low return on investment for resources allocated to a channel partner
• Better visibility into opportunities brought forward by partners

Funnel ScoreCard®

Funnel ScoreCard® helps sales organizations quickly and systematically identify the best opportunities to pursue, providing fact-based decisions around resource allocation and time management. 

We help clients develop objective evaluation criteria by helping them understand the key factors impacting their ability to win deals and their relative importance. We then help them validate this "score card" by looking at previously won business and updating it on an on-going basis.

Once clients have a valid ScoreCard, they can quickly rank and prioritize which opportunities to pursue and why. By separating the good sales opportunities from the bad, sales leaders and their sales force can improve forecasting, strengthen funnel integrity, and allocate the right time, energy, and resources to the right sales objectives. 

No longer are opportunities subject to guesswork. Salespeople understand immediately where they stand with each opportunity in the funnel, and forecasting becomes more precise. And, even when you don't win, Funnel ScoreCard® also facilitates the loss review process so you can better institutionalize learning and refine your success criteria moving forward.

If your organization is trying to address the following issues, then Funnel ScoreCard® may be the right solution.

• Allocating investments and resources to deals with the highest probability of winning
• Improving sales forecasting
• Implementing an objective loss review process
• Holding people accountable for highly resourced deals

Negotiate Success SM

Our Negotiate Success program helps senior executives and sales professionals improve their negotiating skills through a customer-focused, win-win process. It presents a simple, easy-to-follow blueprint that makes clear what effective negotiators actually say and do. Selling and negotiating happen simultaneously and include goal-setting, persuasion, problem-solving and decision making. By seeing and understanding things from the other person's perspective, sales professionals can work in a joint fashion and create agreements that satisfy both parties' critical interests. This joint venture approach builds trusting relationships with customers and strengthens the company's position for future opportunities.

If your organization is trying to address the following issues, Negotiate Success may be the right solution.

• Heated negotiations that damage relationships with key customers
• Haggling with customers over price at the close
• Being asked to discount price without being given reciprocal value