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Innovation and Best Practice
for Business Success

Established 1967

The New Strategic Selling

The New Strategic Selling

The Unique Sales System Proven Successful by the World's Best Companies

Robert B Miller, Stephen E Heiman, Tad Tuleja


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

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About the book

One of the best-selling books on selling ever published, Strategic Selling® presented the idea of selling as a joint venture and introduced the influential concept of 'win-win'. The response to 'win-win' was immediate, forever changing sales and marketing with its rejection of manipulative tactics. It helped to turn Miller Heiman, the company that created Strategic Selling®, into a global leader in sales and development, with the most prestigious client list in the industry.

A genuine business classic, this latest, third edition of The New Strategic Selling confronts the rapidly evolving world of business-to-business sales with real-world examples, strategies for confronting the competition and a special new section featuring the most commonly asked challenging questions from the Miller Heiman workshop. It remains essential reading for sales directors, managers and executives in any type of company.

Table Of Contents

    • Chapter - 00: If it ain’t broke: the ‘why’ behind the new Strategic Selling;
  • Section - ONE: Strategic Selling;
    • Chapter - 01: Successful selling in a world of constant change;
    • Chapter - 02: Strategy and tactics defined;
    • Chapter - 03: Your starting point: position;
    • Chapter - 04: A glance at the strategy blueprint: the six key elements of Strategic Selling;
  • Section - TWO: Building on bedrock: laying the foundation of strategic analysis;
    • Chapter - 05: Key element 1: buying influences;
    • Chapter - 06: Key element 2: red flags/leverage from strength;
    • Chapter - 07: Buyer level of receptivity;
    • Chapter - 08: Key element 3: the four response modes;
    • Chapter - 09: The importance of winning;
    • Chapter - 10: Key element 4: win-results;
  • Section - THREE: Common problems, uncommon solutions;
    • Chapter - 11: Getting to the economic buying influence: strategies and tactics;
    • Chapter - 12: The coach: developing your prime information resource;
    • Chapter - 13: What about the competition?;
  • Section - FOUR: Strategy and territory: focusing on your Win-Win customers;
    • Chapter - 14: Key element 5: ideal customer;
    • Chapter - 15: Your ideal customer profile: demographics and psychographics;
  • Section - FIVE: Strategy and territory: managing your selling time;
    • Chapter - 16: Of time, territory and money;
    • Chapter - 17: Key element 6: the sales funnel;
    • Chapter - 18: Priorities and allocation: working the funnel;
  • Section - SIX: From analysis to action;
    • Chapter - 19: Your action plan;
    • Chapter - 20: Strategy when you have no time;
    • Chapter - 21: Strategic Selling: a lifetime approach

Book Details

  • EAN: 9780749462949
  • Edition: 3
  • Published: 3rd June 2011
  • Paperback
  • Dimensions: 234x156
  • 288 pages

About the Author

Robert B Miller of Miller Heiman, a global leader in sales training, brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena.

Stephen E Heiman, the former President, CEO and Chairman of Miller Heiman, has worked in sales development for over 30 years.

Tad Tuleja is Miller Heiman's staff writer.

They are also the authors of the other Miller Heiman best-sellers, The New Strategic Selling and The New Conceptual Selling.

Robert B Miller

Stephen E Heiman

Tad Tuleja