Marc Miller, author of A Seat at the Table: How Top Salespeople Connect and Drive Decisions at the Executive Level, helps sales professionals master selling at the executive-level. Using his specialized approach, Marc teaches you what senior executives expect from salespeople who call on them and how to best align your approach with their buying needs.

In this webinar, you'll learn how to:

• Connect with executives and decision makers - psychologically,  
  strategically, and financially - from the very first point of contact to
  prove your value

• Transform your sales game to become a businessperson who
  creates solutions

• Use a simple, analytical matrix for developing customer strategies

• Develop a first-call approach to help you build stronger
  connections with prospects – particularly at the senior executive
  level

• Handle prospect discovery conversations using the FOCAS
  Questioning Model

Marc Miller is founder and CEO of Sogistics Corporation. Sogistics is a sales productivity improvement company, specializing in providing strategies and solutions that better sustain profitable growth. Marc is the author of the best-selling book, Selling is Dead (John Wiley and Sons) and his latest book released in May 2009, A Seat at the Table. The Sogistics client list includes Genentech, Trimble, Nokia, Wolters-Kluwer, Oerliken, and Timken. Marc has a graphic arts background, and has owned companies in the printing, packaging, and healthcare industries. Marc resides in Boston Heights, Ohio.    

System Requirements PC-based attendees Required: Windows® 2000, XP Home, XP Pro, 2003 Server, Vista Macintosh®-based attendees Required: Mac OS® X 10.3.9 (Panther®) or newer