Aurelie Socent Sales Trainer - Regional Sales Manager
Company: Office Depot Business Solutions - Office Equipement Solutions
Service we provided:
Support for certification and facilitation of complex sales methodologies (Miller Heiman)
Testimonial: “The certification work was intense and rich. It was a complex job from the start as it was important for me to link theory to practice.Today I am completely convinced by this methodology and use it daily with my team. Faced with complex situations, it is very easy to know the actions to be taken to progress serenely in our sales process. I have gained in efficiency and take great pleasure in passing on this know-how, aiming to prioritize the work of my salespeople ".
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Christopher Loizou Vice-President - Maritime (International Division)
Company: Orolia - Worldwide leader for secured positioning, navigation and timing solutions (for defence, aerospace, maritime)
Service we provided:
Consulting and support for the design and the implementation of a shared sales system
Testimonial:
Working with Carle Lopez and Athena Values has been hugely beneficial in a number of ways. Getting an external source to ask the right questions in order to understand our business which covers all possible sales models and in a variety of countries, has enabled us to get maximum value from this collaboration. This has assisted us in smoothly rolling out a single set of sales processes and a single instance of SFDC across a 70+ person global sales team, in a company that was formed by numerous acquisitions, with very different sales cultures, models, tools and processes. Carle Lopez provided the right degree of intervention but also facilitated exchanges in a series of themed workshops, which matched our key challenges to ensure a higher degree of efficiency insales performance. He is always available to provide suggestions, feedback and validate our expectations as a customer. Indeed, each workshop had fine tuning sessions before being rolled-out so that I had the opportunity to set the tone and outcomes in line with our business needs. Equally important were the debriefing sessions after the deliverables and workshop outcomes so that we could validate the progress every step of the way. Finally, Carle brings a huge amount of experience from the field and has a great cultural awareness of the sales function from an international and business complexity perspective. I am happy to provide further references on request. |
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Rachid Chaibi Manager - Defence & Security, Europe
Company: SES Networks - Worldwide high performance satellite telco solutions
Service we provided:
Support for the implementation of methodology to manage sales with large accounts
Testimonial: The Miller Heiman sales model is a clear and effective model that I recommend to all strategic sales professionals. For my part, I have gradually adopted this model over the past 3 years thanks to the support of the MH team. In summary, I've learned that good key account management and strategic sales success doesn't happen by chance, but requires a reliable process, a detailed action plan and permanent monitoring of the sales team. The Miller Heiman method provides an excellent framework for standardizing objectives, actions and exchanges within sales teams.
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Patrick Flamant Regional Manager - France & Benelux
Company: TNS (Transaction Network Services) - Worldwide provider of telco solutions for Financial Services
Service we provided:
Support for the implementation of methodology to manage sales with large accounts
Testimonial: With the Complex Sales Academy program, we have accelerated our growth dynamic through systematic and relevant questioning, a collaborative approach and the use of concrete cases. The ROI was almost immediate: better identification of the needs and challenges of our customers, better qualification, and faster progression of opportunities with the key to great signatures. |
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Thomas Piliszczuk
Executive Vice-President – Customer Group & Marketing (Worldwide)
Company:
Soitec - Worldwide Leader for innovative semi-conductor material
Service we provided: Support for the implementation of methodology to manage sales with large accounts
Testimonial:
Over past several years Soitec engaged with Carle Lopez on providing comprehensive support to deploy Miller-Heiman methodology across all organizations and businesses. This project covered large range of subjects from basic to advanced training sessions, including managers from all organizations and regions, to workshops with senior management (CEO level) to insure best deployment and highest value to the company. Carle built excellent contact and trust with all participants, with excellent way to drive all workshops, strongly involving all teams. His personal engagement and relationship he was able to build with Soitec teams was very instrumental in making this program successful! Soitec would like to continue this collaboration.
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