east coast commercial managers...

From nearmap.com CEO

Monday, April 4, 2011

Miller Heiman

Nigel and Telma started today as our new East Coast Commercial Managers. We are all really pleased they are on board and they will do well. They are also both Graduates of the Miller Heiman approach to complex sales.
I am an enthusiastic advocate of Miller Heiman sales training and over the next 3 days the entire commercial team will complete strategic and conceptual selling. For me and a couple of the team it's a refresher, a chance to work as a team, discuss some real sales case studies and importantly establish a common commercial language and process within the business. One of the many challenges you have to deal with when growing the business is scaling systems and processes. Miller Heiman provides a standardised approach that can be applied internationally and will help provide the team with an effective framework that can be applied consistently and increase our chance of conversion. Blue sheets at the ready...