Keynote: A Seat at the Table

In his latest talk, Marc addresses a major challenge facing many sales and account management professionals - how to sell at the C-level of the prospect/customer enterprise. Miller delivers a message that is simple, pragmatic, yet often overlooked. The essence of the message centers around letting go of "selling something," and instead, focus on helping the executives we call on generate better results. This requires a different mindset - to help customers by learning to connect and add value to their strategy.

By sharing stories, case studies, and best practice evidence, Miller explains how to gain a seat at the table. The "seat" is a metaphor for becoming the type of businessperson whom customers seek for strategic advice, counsel, and ideas. Most importantly, the "seat" connects organizations in a partnering relationship though which all future value flows.

"It's impossible to walk away from hearing Marc Miller speak and not be motivated to take your game up at least two levels. He really gets the essence of growing sales - understanding that it is best accomplished when one is truly customer focused. His models on how companies sustain growth and make money are easy to learn and apply immediately. We're going to be using these models in our business customer calls next week as a means to not only drive higher levels of productivity - but differentiate from competitors still applying old selling methods that frustrate customers."

- Jim Dagley, EVP, Johnson Controls