Product Description

`efficient, professional… the finest high-level training programme i have ever seen… a mini-mba in how to sell national accounts.`

henry j cockerill, former senior vice president, usa fountain sales, coca-cola company

`even more timely and effective today than when we first adopted it in 1986.`

gary hardy, global leader of sales education and development, the dow chemical company

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.

Product Details

• Amazon Sales Rank: #48108 in Books
• Published on: 2003-11-03
• Original language: English
• Binding: Paperback
• 304 pages

Review

“key insights into how to close more business and introduce winning sales systems to the entire organisation.”

in-store magazine

`efficient, professional… the finest high-level training programme i have ever seen… a mini-mba in how to sell national accounts.`

henry j cockerill, former senior vice president, usa fountain sales, coca-cola company

`even more timely and effective today than when we first adopted it in 1986.`

gary hardy, global leader of sales education and development, the dow chemical company

From the Publisher
This book is a new edition of the business classic based on the world renowned sales process created by Miller Heiman. Strategic Selling is used by almost every blue chip company in the world.The new edition has been revised and updated with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the miller Heiman workshops.

From the Inside Flap
"Efficient, professional… the finest high-level training programme I have ever seen… a mini-MBA in how to sell national accounts."
Henry J Cockerill, former Senior Vice President, USA Fountain Sales,
Coca-Cola Company

"Even more timely and effective today than when we first adopted it in 1986."
Gary Hardy, Global Leader of Sales Education and Development,
The Dow Chemical Company

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 to turn Miller Heiman, the small company that created Strategic Selling®, into a global leader in sales 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. Learn how to:

• identify the four real decision makers in every corporate labyrinth;
• prevent sabotage by an internal deal-killer;
• make a senior executive eager to see you;
• avoid deciding to close business and regretting it later;
• manage a territory to provide steady, not "boom and bust" revenue;
• avoid the single most common error when dealing with the competition.

Customer Reviews

A solid book
This book is not an easy read. It is logically arranged and provides excellent insight into certain apsects of strategic selling but it is very long and it is quite dry.

While it does contain very valuable and usable insight, I feel that the underlying process behind the whole concept is beginning to look slightly dated now. This process is 25 years old after all and the world has changed immeasurably during this time. There are other books available that are firstly easier to read and secondly more cutting edge in terms of the methology they suggest.

Very usefull but boring
Although "The New Strategic Selling" proofs to be very usefull, it is boring. The essence of the content is really worth acquiring, but too many words are spent to convey a simple message. I can recommend this book to all managers leading "key account" sales teams, so they can read it and summarise it for their people. Very few salespersons will make it beyond the second chapter and thereby they will miss valuable information that could really make the difference.

A useful book for both small and large sales prospects.
This book describes how to analyse sales prospects within any given account in order to direct the sales professional when approaching potential customers. The book is primarily directed towards large sales involving many people - hence the concept of the complex sale. However, equally useful lessons can be learnt by the sales professional approaching smaller accounts or sales.

Several workshops within the book help you to build up a picture of current accounts that you may be working on. Although the book does not tell you what to say to an individual it does show you which individual is the most appropriate to be talking to.