The New Strategic Selling 2nd Ed.

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

Stephen E. Heiman, Diane Sanchez, Tad Tuleja

Publisher: Warner / Grand Central Publishing / Hachette, 1998, 433 pages

ISBN: 0-446-67346-3

Keywords: Sales

Last modified: March 25, 2012, 8:36 p.m.

The Book That Sparked A Selling Revolution

In 1985 one book changed sales and marketing forever. 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 turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success.

The New Strategic Selling

This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world example, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn:

  • How to identify the four real decision makers in every corporate labyrinth
  • How to prevent sabotage by an internal deal-killer
  • How to make a senior executive eager to see you
  • How to avoid closing business that you'll later regret
  • How to manage a territory to provide steady, not "boom and bust," revenue
  • How to avoid the single most common error when dealing with the competition.
    • Foreword
    • If It Ain't Broke: The "Why" Behind the New Strategic Selling
  • Part 1 / Strategic Selling
    • Chapter 1 / Successful Selling in a World of Constant Change
    • Chapter 2 / Strategy and Tactics Defined
    • Chapter 3 / Your Starting Point: Position
    • Chapter 4 / A Glance at the Strategic Blueprint: The Six Key Elements of Strategic Selling
  • Part 2 / Building on Bedrocks: Laying the Foundation of Strategic Analysis
    • Chapter 5 / Key Element 1: Buying Influences
    • Chapter 6 / Key Element 2: Red Flags/Leverage from Strength
    • Chapter 7 / Buyer Level of Receptivity
    • Chapter 8 / Key Element 3: The Four Response Modes
    • Chapter 9 / The Importance of Winning
    • Chapter 10 / Key Element 4: Win-Results
  • Part 3 / Common Problems, Uncommon Solutions
    • Chapter 11 / Getting to the Economic Buying Influence: Strategies and Tactics
    • Chapter 12 / The Coach: Developing Your Prime Information Source
    • Chapter 13 / What About the Competition?
  • Part 4 / 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
  • Part 5 / 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
  • Part 6 / From Analysis to Action
    • Chapter 19 / Your Action Plan
    • Chapter 20 / Strategy When You Have No Time
    • Chapter 21 / Strategic Selling: A Lifetime Approach
    • After Twenty Years: Responding to Our Clients' Most Challenging Questions

Reviews

The New Strategic Selling

Reviewed by Roland Buresund

Good ******* (7 out of 10)

Last modified: March 25, 2012, 8:34 p.m.

By many considered the classic text in sales, now in a new edition. Surprisingly good.

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