Executive Impact helps sales professionals understand how C-Level executives make decisions so they can align their sales approach to the way executives prefer to buy. By tailoring the approach to meet an executive’s style of processing information, participants of this Miller Heiman program can significantly increase effectiveness in their ability to secure approval from high-level decision makers.

This program presents a framework for understanding how best to influence others. From Miller Heiman’s two-year study of nearly 1700 executives, we found that communication is most effective at the executive level when tailored to one of five decision-making styles. Participants will learn to leverage information delivered in the interactions with senior-level executives that are crucial for winning sales opportunities.

Executive Impact provides the process for identifying each of these decision-making styles in order to deliver the right information to improve the probability of success.