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SALES
ORGANIZATION CONSULTING / CUSTOMER MANAGEMENT CONSULTING
ECS Consulting Group
Miller Heiman™
Gene
Kellogg
& Jeffrey Bryan,
Principals and Independent Sales Consultants
For more than 25 years, Miller
Heiman™ has helped build exceptional sales organizations. Gene
Kellogg and Jeffrey Bryan, ECS Principals and Independent Miller
Heiman™ Consultants, offer their unique strengths and experiences
combined with Miller Heiman's™ proven "world class"
sales organization and customer management programs to help companies
and organizations get results fast, win consistently, and build
a foundation for success.
As a past sales director and sales vice-president for nearly 20
years, and a consultant since 1986, Gene
Kellogg knows what makes you lose sleep at night. His real-world
consulting, business development, sales and sales management experience
with Marriott can leverage a global network of Miller Heiman™ resources
and operational support to help his clients achieve their business
goals and sales objectives. The developer of Value Planning and
PROscan, Gene established the ECS Value Proposition by consistently
identifying low hanging fruit opportunities for his clients; and
helping clients to convert those opportunities into results that
grew revenue, improved productivity, lowered costs increased ROI.
Jeffrey Bryan began his professional
career in sales 23 years ago. That experience in field sales, sales
management, and executive leadership enables Jeffrey to engage and
guide his clients at every level in their organization and at every
step of the sales cycle. As a past CSO himself in the publishing
industry, Jeffrey has led and assisted the sales, marketing, and
business development efforts for Lawyers Weekly and Dolan Media,
publications with national and international distribution. Jeffrey
has worked with mature businesses as well as start-up companies,
assisting them in building advertising sales and distribution networks.
As a consultant, Jeffrey offers proven solutions to your company
in the form of project management support, diagnostic tools designed
to strengthen the sales organization, and Miller Heiman™ customer
management solutions. As a professional program facilitator and
trainer Jeffrey brings perspective and experience when he leads
your organization through Strategic Selling®,
Conceptual Selling®,
and LAMP®
programs.
Our methodologies reflect the best practices of both traditional
sales consultants and trainers. Not only do we have both the experience
and expertise to diagnose areas for improvement; we have the collective
knowledge and resources to prescribe a roadmap to produce results,
fast and effectively.
With Miller Heiman™, our collective scale and real-world sales consulting
translates into quality, security and ultimately a solid return
on investment for companies looking for a sales development partner.
Clients can take advantage of Miller Heiman™'s extensive resources,
expertise, stability and methodology, and depend upon ECS Consulting
Group's comprehensive sales strategy and process options to deliver
the customized solution you need.
Here are some of your most pressing issues as CSOs and Sales Managers.
Your rate of "No Decisions" is increasing.
Your sales targets are growing but your budgets are shrinking.
Ramp-up time for new sales people is taking too long.
Your sales cycle is getting longer and costing you more resources.
Retention of good customers is becoming more and more difficult.
The emphasis on "price" diminishes your company's product
and service advantages.
We understand what it is like to be faced with these issues and
others. We have been in your shoes. We have found solutions and
applied them to Marriott and GE Capital, and to other large and
small client companies as sales consultants.
How do ECS and Miller Heiman™ help build exceptional sales
organizations?
As Consultants We Are Sales Practitioners
We, as sales consultants understand the pains, challenges, and objectives
of sales organizations and managers. As your sales consultant, Gene
and Hugh are "practitioners" who uses a specific criteria
and proven process to develop a customized solution for you. From
sales strategy to aligning your entire sales organization with a
consistent process for how you want to talk to customers, we help
you find, win and keep business effectively by leveraging real-world
expertise across multiple industries, cultures, and business models.
Here
is our two-fold approach.
First, we help you develop and leverage
your organizational assets.
Organizational Tools are diagnostic
services designed to help you measure and evaluate the strengths
and weaknesses of your sales organization, including your people
and your processes. They also help you to establish benchmarks and
ROI methodologies, while clarifying the needs and goals of your
organization's sales development initiatives.
Sales Excellence Starts With An Effective Sales Process.
| PROscan
analyzes the current process your team uses to sell and retain
customers and forecast sales. First, this diagnostic scan assesses
your current sales process, the effectiveness of the tasks performed
at each stage of the process and the ROI from the dedicated
and support resources involved. It engages all of the departments
and functions that lead, or support any part of your sales process.
It is designed to be self-funding through deliverables that
identify savings opportunities and leverage points that you
can implement immediately. Then, PROscan analyzes your company
revenue stream components (new business, comp business, comp
sales growth/loss, lost business) from year to year, and helps
identify performance gaps, set accurate revenue goals, and align
strategies and resources to close gaps and achieve desired targets.
We also offer StartPointSM
as an option to PROscan. |
Predictive
Sales PerformanceSM
is our assessment tool, which helps you predict who will be successful
in what position versus just describing what success criteria looks
like. Once you take the assessment, we then analyze the data against
the specific position requirements you have outlined to help you
predict who will be successful based on their predisposition for
that particular position. The result? Increased sales and management
productivity and profitability by having the right people in the
right positions.
Then, we help you engage your customer
more effectively.
Customer
Management Tools
The effectiveness of a sales professional has become more important
to a customer's purchasing decision than the quality and features
of the product, which the sales professional represents. Sales organizations
can no longer rely on order-taking. They must truly understand customer's
problems and develop solutions to solve those problems. As Miller
Heiman™ sales practitioners, we believe how you talk to customers
is a key defining factor determining sales excellence. Our Customer
Management solutions are prescriptive services that provide a comprehensive,
customer-facing process and sales strategy for developing the competencies
and skills required of highly effective sales professionals and
world- class sales organizations. At ECS we are committed to helping
you implement an Effective Change Strategy that enables you to get
results faster, win business consistently, and build a roadmap for
successful customer management.
Three Pillars of Successful Customer Management
Opportunity
Identification
Conceptual
Selling® - The foundation of the Miller Heiman™ sales
process begins with effective communication. Conceptual Selling®
teaches you a communication process, which drives the productivity
of every customer interaction, especially when identifying new opportunities
to pursue.
Selling
FundamentalsSM
- Similar to a flight simulator for pilots, this delivers a low
risk sales simulation that helps build baseline sales competencies
for first time sales people, telesell representatives and people
who indirectly support your sales efforts, including marketing,
customer service, financial analysis and administration.
Opportunity Management
Strategic
Selling® - In 1985 one book changed sales and marketing
forever. Strategic Selling by Robert B. Miller and Stephen
E. Heiman introduced Win-Win as the core value proposition for sales
success and customer loyalty. This program, revised and updated
for the 21st century, helps you identify and convert complex sales
opportunities with longer sales cycles and multiple buying influences
into closed business.
Negotiate
SuccessSM
- Effective negotiations should enhance your business relationships,
not damage them. Developed in partnership with ThoughtBridge, leading
negotiations experts, and developed in the context of the selling
process, it is highly recommended for those key representatives
that are working on complex deals that involve a significant degree
of negotiating to ensure deal completion, execution, relationship
management and avoid leaving money on the table.
Relationship Management
Large
Account Management Process (LAMP®)
- Effective relationship management helps you retain and win more
business from your key accounts by increasing the value paradigm.
It is a hands-on account management process, which will help you
move from just another vendor to a value added partner contributing
to the organization's business drivers. The process helps you develop
a macro strategy for key account management, which helps lead you
to increased revenue, better ROI, and enhanced positioning within
your clients' organizations for higher retention.
Channel
Partner ManagementSM
- This program helps you maximize profits and increase market
penetration, improving the relationship management of your channels
and helping you develop win-win solutions.
Why consider
ECS Consulting Group and Miller Heiman™ sales training, sales opportunity,
and sales management, and sales consulting solutions?
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Turn
No Decisions into Wins |
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Achieve
your sales targets and make your budget |
|
Make
new sales people successful faster |
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Shorten
your sales cycle and conserve resources |
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Retain
your best customers through added value |
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Leverage
your unique strengths and lessen price sensitivity |
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Get
Decisions Faster, Win More Often, and Build a Roadmap
For Success |
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ECS Consulting Group and Miller Heiman™, Inc.
ECS
Consulting Group
Gene Kellogg, Principal .2200
Trinity Mills Rd. #515, Carrollton, TX 75006
Phone: 972-768-3073 .
Fax: 972-662-7798 .
Jeffrey Bryan, Principal .
64 Suffolk Lane, Carlisle, MA 01741
phone - 978-287-9595 .
cell 978 430 2011
Email:
info@ecsvaluegroup.com
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