2008 Sales Best Practices Study

The British Polish Chamber of Commerce
and Miller Heiman and KP2 Alliance Partner
would like to invite you to participant in

a Seminar Lunch on 14th October, Bristol Hotel, Warsaw

Titles: “2008 Sales Best Practices Study”

The Executive Summary of the Miller Heiman '2008 Sales Best Practices Study' has been completed. This global study contains the input of more than 17,000 participants to date and is considered the world's largest ongoing study of
complex, business-to-business selling and sales management practices. It's essential reading. We wanted to immediately share one of the findings with you as it highlights a 'quick win' in terms of improving your organisation's sales performance.

Winning Sales Organisations (WSOs) are those achieving 20% more growth in billings, revenue or new account acquisition per annum. A critical advantage gained by WSOs was their ability to exactly understand their customer’s issues and needs. Accordingly, 62% of WSOs had developed a formalised Compelling Value Proposition (CVP) compared to just 34% of non WSOs.

One of the penalties of failing to develop and formalise a Compelling Proposition is that buyers are left to differentiate purely on price, leading to discounting. As well as denting margins, discounting changes the way your business is perceived, rapidly turning you from valued partner to low value supplier, squeezed until you lose your customer all together.

Miller Heiman has been a leader and innovator in the sales arena for more than 30 years. Our sales system is proven worldwide to help our clients identify and understand their key accounts and to analyze, understand and develop the relationships that close high value, and even complex, deals.

Date and Place:
14 October 2008, Le Royal Meridien Bristol Hotel, ul. Krakowskie Przedmieście 42/44, Warsaw

Agenda:

12:00 Registration
12:30 Start
13:45 2008 Best Sales Practise
14:15 Definition of the sales process
14:45 Questions and Answer session

In order to register for this event, please send an email entitled BPCC Sales Seminar Lunch to This e-mail address is being protected from spam bots, you need JavaScript enabled to view it providing your company name, full name and Job title by Monday 6th October at the latest.

This event is free to BPCC members, but limited to 30 places.

The seminar session will be conducted in Polish.

More information:

Tessa Sujka-McIver, Events Manager
This e-mail address is being protected from spam bots, you need JavaScript enabled to view it
Tel: +48 22 320 01 08

www.millerheiman.com
www.key2performance.com

Dariusz Malewski. Senior Partner KP2. Graduated Principle of Economics at university in 1998, as a student enriched his experience studying in USA and followed education accomplished Master of Business Administration in 2001.

The business career led him from salesman working for small company during studies in part time job through Territory Manager and further as Corporate key Account Manager operating in international environment. Further challenges led him to Sales Director, Operation Director in Service Company, Member of Management Board and Managing Director.

Through the years working in team that developed by organic growth and acquisition the grown mature organisation operating in international environment. Successful organic growth year by year in B2B business confirmed by implementing Miller Heiman strategy.

As Alliance Partner KP2 GmbH represents Miller Heiman in Poland. In addition to the Miller Heiman Sales System, he has been involved in many recruitment projects, sales staff training and company’s audits regarding reconstructing its sales strategies.

Mircea Catalina . Senior Partner KP2. From 1977 to 1982 Mircea studied Chemistry at the Polytechnic Institute in Timisoara (Romania) which he finished with the degree of Master of Chemical Engineering.

The first 8 years of his career have been spent in technical and scientific environments in a research institute in Romania. He immigrated to Germany in 1990 and continued to work in R&D and technical services for the next 2 years in a subsidiary of Alusuisse Lonza.

In 1992 he joined Elf Atochem Deutschland GmbH as Sales Manager for Germany and was promoted 3 years later Managing Director of one of the company’s subsidiaries in East Germany, his primary task being here to build up a market for this green field investment. In April 2000 he was appointed Managing Director of Alphacan Omniplast GmbH, another subsidiary of the same group. The focus here was on achieving a commercial and economic turnaround.

This task being accomplished by 2003 he accepted a call from Athos Plastics GmbH, a Tier 2 supplier of the automotive industry as Managing Director and changed one year later to CHEP, where he was appointed Vice President Automotive Services Europe. In this role he had the lead of a pan European team and implemented with great success Miller Heiman processes in his organisation. Eventually he became certified consultant and Client Associate of Miller Heiman.

In October 2007 Mircea established his own firm, MC Business Consulting, and joined KP2 GmbH as co-operation partner. In complement to Miller Heiman processes trainings he is offering organisational consulting and interim management.