Case Study 1 – Auto Trader
When it comes to buying and selling motor vehicles Auto Trader is the UK’s most successful motoring publication. Find out how Conceptual Selling helped boost circulation, improve the company’s profitability by £1/4 million… Read more
Case Study 2 – Symbian
Symbian – owned by Ericsson, Panasonic, Nokia, Samsung, Siemens and Sony Ericsson – was set up in 1998 to translate a strong technological capability into commercial success. Licensing software for mobile digital data systems involves Symbian in complex, all-encompassing business relationships with the ‘Giants’ of the telecoms industry. Rigour and strategic focus were both decisive factors when the company selected Miller Heiman for its universal sales process… Read more
Case Study 3 – Sabien
Sabien, build, test and installs intelligent control systems across the UK, USA and soon mainland Europe. These systems reduce gas, oil and electricity consumption and carbon emissions in commercial boilers and air conditioning systems by up to 25% “It has been a challenge to build business even with 'green' products which generate real cost savings. The problem was to identify the right decision makers, communicate the right messages, get them to agree to meet us and then sell to them. No two buying teams are the same and so the sales process had to be well thought through…” Read more
Case Study 4 – Thales
A long standing relationship with Miller Heiman. Read how one of the world’s leading global systems and electronics groups now has a road map for excellence and is progressing towards its goals by deploying Miller Heiman’s Strategic Selling™ and LAMP™ programmes… Read more