The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
| Author | : | |
| Rating | : | 4.83 (859 Votes) |
| Asin | : | 044669519X |
| Format Type | : | paperback |
| Number of Pages | : | 448 Pages |
| Publish Date | : | 2017-10-19 |
| Language | : | English |
DESCRIPTION:
"Great book - not much different from original edition" according to JDRanger. The original is great.This would be great if it's the first edition you've read.If you are looking for a lot of new material in the new edition vs. the original I think you will be disappointed. The updates don't justify paying for a new updated book.That said, I think this is the best complicated sale book I've ever read.. Required Reading for B2B Sales & Account-Based Marketing One of the most important books ever written on the subject of B2B complex sales.Back in the late 90's we used this book as the foundation for a Strategic Selling System at a $500 million dollar chemical company, and it was a game-changer.One of the biggest problems in B2B sales is either (a) selling to the wrong type of customer or (b) selling to the wrong people within the account.This book tackles these issues hea. Good to make you think about all types of buyers in a complex sale Worth a read for anybody thinking about relationship selling. Some good concepts and goof background information. Like all selling books it portrays itself as the best thing since sliced bread but the content and the thinking is made me do helped get over the hype. I would recommend this book and approach to others.
They are also the authors of the other Miller Heiman best sellers, Large Account Management and Conceptual Selling. Tad Tuleja is Miller Heimans staff writer. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success. . Stephen E Heiman has worked in sales development for over 30 years. Latterly he was Miller Heimans President, CEO and chairman. About the Author Robert B Miller brings almost 40 years experience in sales, consulting and executive management to help clients succeed in the sales arena
The response to Win-Win was immediate and helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. 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 This modern 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
They are also the authors of the other Miller Heiman best sellers, Large Account Management and Conceptual Selling. Stephen E Heiman has worked in sales development for over 30 years. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success. Latterly he was Miller Heimans President, CEO and chairman. . Robert B Miller brings almost 40 years experience in sales, con