The New Strategic Selling
  • Author : Robert B. Miller
  • Release Date : 16 November 2008
  • Publisher : Grand Central Publishing
  • Genre : Business & Economics
  • Pages : 448
  • ISBN 13 : 0446548782

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Book excerpt: The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success. The New Strategic Selling This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.

The New Strategic Selling

The New Strategic Selling

Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Genre : Business & Economics
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The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn ...

Strategic Selling

Strategic Selling

Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Genre : Selling
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...

The New Strategic Selling

The New Strategic Selling

Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Genre : Business & Economics
Get Book

The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate and helped turn the ...

Disruptive Selling

Disruptive Selling

Author : Patrick Maes
Publisher : Kogan Page Publishers
Genre : Business & Economics
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The heyday of the classic sales force is over. Customers lead mobile and online lives, and successful companies use disruptive concepts to engage with the digitally empowered consumer. Disruptive Selling helps companies transform themselves to the new age of selling by matching supply to demand in an innovative way. Successful ...

Successful Large Account Management

Successful Large Account Management

Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Unknown
Genre : Market segmentation
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Designed to provide salespeople with a clearly defined approach to the account planning process, which will benefit their effective management of key customers. The ideas put forward in the text are based on the authors' sales training programme LAMP (Large Account Management Programme). The reader is taught how to implement ...

Conceptual Selling

Conceptual Selling

Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Pub
Genre : Business & Economics
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Written by the authors of Strategic Selling, this is the revolutionary system for face-to-face selling that's used by America's best companies....

The New Conceptual Selling

The New Conceptual Selling

Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Business Plus
Genre : Business & Economics
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The Book That Changed The Way America Does Business In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This modern edition of the classic Conceptual Selling shows why Miller Heiman has become ...

Sales Growth

Sales Growth

Author : McKinsey & Company Inc.,Thomas Baumgartner,Homayoun Hatami,Maria Valdivieso de Uster
Publisher : John Wiley & Sons
Genre : Business & Economics
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The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from ...

SPIN    Selling

SPIN Selling

Author : Neil Rackham
Publisher : Routledge
Genre : Business & Economics
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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. ...

The New Conceptual Selling

The New Conceptual Selling

Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Unknown
Genre : Sales executives
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The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a ...

Strategy That Works

Strategy That Works

Author : Paul Leinwand,Cesare R. Mainardi
Publisher : Harvard Business Review Press
Genre : Business & Economics
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How to close the gap between strategy and execution Two-thirds of executives say their organizations don’t have the capabilities to support their strategy. In Strategy That Works, Paul Leinwand and Cesare Mainardi explain why. They identify conventional business practices that unintentionally create a gap between strategy and execution. And ...

The Challenger Sale

The Challenger Sale

Author : Matthew Dixon,Brent Adamson
Publisher : Penguin
Genre : Business & Economics
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What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove ...

The Psychology of Selling

The Psychology of Selling

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Genre : Business & Economics
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Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling. Tracy's classic audio program, The Psychology ...

Strengths Based Selling

Strengths Based Selling

Author : Tony Rutigliano,Brian Brim
Publisher : Simon and Schuster
Genre : Business & Economics
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Explains how to identify and maximize sales talent, outlines the basic steps of the selling process, and includes an access code to an online assessment test....

Selling Above and Below the Line

Selling Above and Below the Line

Author : William Miller
Publisher : AMACOM
Genre : Business & Economics
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Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to ...