New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies (revised & updated for the 21st Century)

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Binding: Audio Cassette EAN: 9781889888057 ISBN: 1889888052 Label: Miller Heiman Inc Publication Date: 1998-01-01 Publisher: Miller Heiman Inc Running Time: 129 Studio: Miller Heiman Inc
Related Items The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning SPIN Selling Solution Selling: Creating Buyers in Difficult Selling Markets The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers Selling to Big Companies
Spotlight customer reviews: Customer Rating: Summary: A Must Have For Sales Personnel Comment: This book, together with "The New Conceptual Selling" should be mandatory for any sales person. It introduces among other things, the concept of the Sales Funnel and of Win Results. If you are interested in repeat business and customer referrals you will not want to miss this book. Highly recommended! Customer Rating: Summary: Review of Strategic Selling Comment: The main gripe I have with this book is that the authors are still selling it in the body of the book - well after I've already purchased it! I suppose it's to be expected, they are in sales after all... Even so, it is a good baseline method for anyone that is involved in selling where there is or will be a long term relationship to manage. It draws on principles from other fields such as change management - and while it isn't new to learn that you need to identify your influencers, and that you need to show them the "win" that they will achieve by backing you - it is it is good to be reminded of this and the other tenets that are laid out in this book. Overall, a good purchase Customer Rating: Summary: Very helpful Comment: I am a Regional Sales Manager for a medical device company, and this book is extremely helpful for anyone who is selling into a complex environment. It gives very useful tips on how to identify exactly where you stand with an account, who's who in an account, and how to cover all of your bases so you don't get torpedo'd by someone who you never even knew was involved in the sale in the first place. I bought copies for all of our outside field reps as well. Customer Rating: Summary: Great B2B Book - It is one of the BEST Comment: This book is still one of the best. I recommend it to all the executives and companies I work with in turnarounding sales organizations and sales people who are struggling in the "strategy" of the deal. It is a GREAT framework for working a complex sale whether you are selling professional services, or a complex, large scale solution. It is not written and designed for anyone who is selling B2C or selling retail goods. There is no "10 steps to closing the deal" - it's about professional selling. Best of luck - JosephBMurphy.com Customer Rating: Summary: An excellent read! Comment: Just when you thought you couldn't improve a masterpiece, Miller Heiman releases an improved version of Strategic Selling. It's a must read! Lee B. Salz... author of Soar Despite Your Dodo Sales Manager
Editorial Reviews: Customer Rating: Summary: A Must Have For Sales Personnel Comment: This book, together with "The New Conceptual Selling" should be mandatory for any sales person. It introduces among other things, the concept of the Sales Funnel and of Win Results. If you are interested in repeat business and customer referrals you will not want to miss this book. Highly recommended! Customer Rating: Summary: Review of Strategic Selling Comment: The main gripe I have with this book is that the authors are still selling it in the body of the book - well after I've already purchased it! I suppose it's to be expected, they are in sales after all... Even so, it is a good baseline method for anyone that is involved in selling where there is or will be a long term relationship to manage. It draws on principles from other fields such as change management - and while it isn't new to learn that you need to identify your influencers, and that you need to show them the "win" that they will achieve by backing you - it is it is good to be reminded of this and the other tenets that are laid out in this book. Overall, a good purchase Customer Rating: Summary: Very helpful Comment: I am a Regional Sales Manager for a medical device company, and this book is extremely helpful for anyone who is selling into a complex environment. It gives very useful tips on how to identify exactly where you stand with an account, who's who in an account, and how to cover all of your bases so you don't get torpedo'd by someone who you never even knew was involved in the sale in the first place. I bought copies for all of our outside field reps as well. Customer Rating: Summary: Great B2B Book - It is one of the BEST Comment: This book is still one of the best. I recommend it to all the executives and companies I work with in turnarounding sales organizations and sales people who are struggling in the "strategy" of the deal. It is a GREAT framework for working a complex sale whether you are selling professional services, or a complex, large scale solution. It is not written and designed for anyone who is selling B2C or selling retail goods. There is no "10 steps to closing the deal" - it's about professional selling. Best of luck - JosephBMurphy.com Customer Rating: Summary: An excellent read! Comment: Just when you thought you couldn't improve a masterpiece, Miller Heiman releases an improved version of Strategic Selling. It's a must read! Lee B. Salz... author of Soar Despite Your Dodo Sales Manager By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.

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