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Innovation and Best Practice
for Business Success

Established 1967



About the Author

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.

Books by Author

The New Strategic Selling

Confront the rapidly evolving world of business-to-business sales with this book which introduced the world to the concept of 'win-win'.

Published: June 2011, Paperback,
EAN: 9780749462949

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The New Successful Large Account Management

Protect and strengthen key accounts with this hard-hitting, no-nonsense guide to managing important business relationships.

Published: June 2011, Paperback,
EAN: 9780749462901

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The New Conceptual Selling

The New Conceptual Selling

Stephen E Heiman

£24.99

Identify customer needs, tailor each sale to a particular client and earn and maintain credibility with this guide.

Published: June 2011, Paperback,
EAN: 9780749462918

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