The New Strategic Selling
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.
The book that sparked a selling revolution...
In 1985 one book changed sales and marketing for ever. 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 to turn Miller Heiman, the small company that created Strategic Selling, into a global leader in sales and development with the most prestigious client list in the industry.
The New Strategic Selling is the latest edition of the business classic and 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 from the Miller Heiman workshop.
REVIEWS :“Key insights into how to close more business and introduce
winning sales systems to the entire organisation.”
In-Store Magazine
Paperback, 304 Pages, Dimensions 234 x 153 MM Language English.
Strategic selling;
Building on bedrock: laying the foundation of strategic analysis;
Common problems, uncommon solutions;
Strategy and territory: focusing on your win-win customers;
Strategy and territory: managing your selling time; From analysis to action.
Robert B Miller is co-founder of Miller-Williams Inc., which has developed patented research methods that provide accurate measurements of how customers think and behave. Their clients include blue-chip companies such as ARAMARK, Coors, General Motors, Rockwell Automation, Sabre and Sikorsky Aircraft. Miller is one of the original co-founders of Miller-Heiman and also co-author of the best-selling New Strategic Selling.
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.
Tad Tuleja, Miller Heiman, Inc's staff writer, has co-written five MHI books, including the original Strategic Selling (available from Kogan Page). Among his nearly 30 other books is Beyond the Bottom Line, a study of business ethics.
From 1987 to 1991 he directed the School of Management writing programme at the University of Massachusetts at Amherst. He has also completed a PhD in anthropology at the University of Austin.