December 2009

MDS Hong Kong further strengthened its Miller Heiman sales process capabilities this month when Sarah Soon trained four of the MDS team in the Large Account Management Process (LAMP) unit. The delegates who attended, all experienced managers who are already experienced in handling large accounts will shortly be trained to deliver the LAMP programme as well.

For your diaries : MDS is delighted to announce its first series of public Miller Heiman Strategic Selling programmes being delivered in Hong Kong next year on 18th -19th March, 3rd-4th June and 18th-19th November. Dates for a course in Beijing in the spring will be announced shortly. To book a place on any of these courses or request further information call us on +852 2817 6807 or e-mail guy@mdshongkong.com. We look forward to hearing from you!

October 2009

MDS launches The Miller Heiman Sales System™ in Hong Kong and greater China

Major multinationals with a presence in Hong Kong and greater China have been flying in Miller Heiman sales performance experts to develop their sales teams for years. MDS, a leading local management consulting firm now has a substantial team of certified Miller Heiman facilitators in Hong Kong and China to serve this market. 

The new distribution partnership signed up between Miller Heiman and MDS has been followed over the last two weeks with a launch sales development workshop for selected customers and its own in-house staff in two of the core methodologies; Strategic Selling® and Conceptual Selling®. This has been followed up by a Leader Training Institute workshop for several members of the MDS coaching and senior management team. The programmes were delivered by Sarah Soon and Scott Marans whose names will be familiar to many global sales teams.

Delegates that attended the programme are extremely positive about the benefits including ‘something I can take away and use as soon as I get back to work’, ‘great learning materials’ and ‘useful to all sales people regardless of experience’.

Miller Heiman is a global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organisations to improve sales effectiveness through issue-based consulting, training workshops and proprietary intellectual property. Miller Heiman has over 1 million alumni worldwide a global distribution network and the ability to deliver solutions in 15 languages.

The Miller Heiman model is based on studies of thousands of examples of successful and ethical sales practices the world over. Its approach focuses on establishing consistent, simple and thoughtful preparation, developing empathy and listening skills and winning accounts that will last and bring in return business. The Miller Heiman core methodology is covered by two methodologies; Strategic Selling® - what do to win an account, and Conceptual Selling® - how to close the sale.

Roger Snow – Senior VP Sales from the Reno headquarters of Miller Heiman said ‘this marks a strategic move to deliver the kind of support that the greater China market needs in order to benefit from these programmes. We chose MDS for their professionalism, dedication and experience in the greater China market and are delighted with this milestone achievement.’

Guy Fraser – Associate Director at MDS with responsibility for the Miller Heiman programme said ‘This is an exciting opportunity for companies in the greater China area, for MDS and for Miller Heiman. The calibre of companies who sent delegates to the launch training programme and of the delegates themselves shows that there is significant demand for the Miller Heiman service. One of the many benefits of being an alumnus is the lifetime entitlement to access the planning tools and other resources from the Miller Heiman Alumni website as well as on-line support and advice’.

MDS will be exhibiting at the IHRM exhibition at the International Conference Centre in Wanchai on 24th and 25th November. Robin Ball, managing director of MDS said ‘this will provide a timely opportunity for local senior management to meet members of our team   and for both new and existing customers to find out more about Miller Heiman.’.