Stephen E Heiman
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Maintaining and Growing Your Most Important Assets - Your Customers
The authors of The New Stategic Selling and The New Conceptual Selling
present a hard-hitting, no-nonsense book of techniques to improve your
most important business relationships.
»
Published November 2005, Paperback,
ISBN: 9780749445010
ISBN: 9780749445010
The Unique Sales System Proven Successful by the World's Best Companies
Confronts the rapidly evolving world of business-to-business sales with
new real-world examples, new strategies for confronting the competition
and a special section featuring the most commonly asked questions.
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Published November 2003, Paperback,
ISBN: 9780749441302
ISBN: 9780749441302
The Most Effective and Proven Method for One-to-one Sales Planning
The New Conceptual Sellingoffers practical lessons
on how to identify customer needs; how to tailor each sale to a
particular client and how to earn and maintain your credibility.
»
Published November 2003, Paperback,
ISBN: 9780749441319
ISBN: 9780749441319
Stephen E Heiman
Stephen E Heiman has worked in sales development for over 30 years. In the 1970s, as an IBM national account salesman, he increased sales by over 35 per cent and was in the top 5 per cent for total sales and percentage quota. He continued his success at Kepner-Tregoe as director of marketing and at North American Van Lines where, in four years as executive vice president, he increased sales and profits by 36 per cent.
In 1978 he joined partner Robert B Miller in the company that became Miller Heiman, Inc. Heiman retired in 1988 as MHI president and CEO; he then served as the company's chairman of the board.