The New Strategic Selling

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 examples, 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.

Produk Detail:

  • Author : Robert B. Miller
  • Publisher : Grand Central Publishing
  • Pages : 448 pages
  • ISBN : 9780446548786
  • Rating : 4/5 from 21 reviews
CLICK HERE TO GET THIS BOOKThe New Strategic Selling

The New Strategic Selling

The New Strategic Selling
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Grand Central Publishing
  • Release : 16 November 2008
GET THIS BOOKThe New Strategic Selling

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

The New Conceptual Selling

The New Conceptual Selling
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Business Plus
  • Release : 20 April 2005
GET THIS BOOKThe New Conceptual Selling

The Book That Changed The Way America Does Business In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever

Successful Large Account Management

Successful Large Account Management
  • Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Unknown Publisher
  • Release : 24 May 1991
GET THIS BOOKSuccessful Large Account Management

Designed to provide salespeople with a clearly defined approach to the account planning process, which will benefit their effective management of key customers. The ideas put forward in the text are based on the authors' sales training programme LAMP (Large Account Management Programme). The reader is taught how to implement an action plan for the management of a key account, how to manage limited resources, how to build long-term relationships with clients and how to identify the right contacts and

Disruptive Selling

Disruptive Selling
  • Author : Patrick Maes
  • Publisher : Kogan Page Publishers
  • Release : 03 April 2018
GET THIS BOOKDisruptive Selling

The heyday of the classic sales force is over. Customers lead mobile and online lives, and successful companies use disruptive concepts to engage with the digitally empowered consumer. Disruptive Selling helps companies transform themselves to the new age of selling by matching supply to demand in an innovative way. Successful disruptive selling concepts must be based on the right combination of a series of factors, including an understanding of what motivates customers' corresponding value propositions, appropriate organizational structures, and the

SPIN® -Selling

SPIN® -Selling
  • Author : Neil Rackham
  • Publisher : Routledge
  • Release : 28 April 2020
GET THIS BOOKSPIN® -Selling

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value

Winning the Professional Services Sale

Winning the Professional Services Sale
  • Author : Michael W. McLaughlin
  • Publisher : John Wiley & Sons
  • Release : 06 August 2009
GET THIS BOOKWinning the Professional Services Sale

An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they

The New Conceptual Selling

The New Conceptual Selling
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Unknown Publisher
  • Release : 24 May 2022
GET THIS BOOKThe New Conceptual Selling

The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors,

Conceptual Selling

Conceptual Selling
  • Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Grand Central Pub
  • Release : 24 May 1989
GET THIS BOOKConceptual Selling

Written by the authors of Strategic Selling, this is the revolutionary system for face-to-face selling that's used by America's best companies.

Mastering the Complex Sale

Mastering the Complex Sale
  • Author : Jeff Thull
  • Publisher : John Wiley and Sons
  • Release : 10 March 2010
GET THIS BOOKMastering the Complex Sale

Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival

Strategy That Works

Strategy That Works
  • Author : Paul Leinwand,Cesare R. Mainardi
  • Publisher : Harvard Business Review Press
  • Release : 12 January 2016
GET THIS BOOKStrategy That Works

How to close the gap between strategy and execution Two-thirds of executives say their organizations don’t have the capabilities to support their strategy. In Strategy That Works, Paul Leinwand and Cesare Mainardi explain why. They identify conventional business practices that unintentionally create a gap between strategy and execution. And they show how some of the best companies in the world consistently leap ahead of their competitors. Based on new research, the authors reveal five practices for connecting strategy and

The Challenger Sale

The Challenger Sale
  • Author : Matthew Dixon,Brent Adamson
  • Publisher : Penguin
  • Release : 10 November 2011
GET THIS BOOKThe Challenger Sale

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may

Sales Growth

Sales Growth
  • Author : McKinsey & Company Inc.,Thomas Baumgartner,Homayoun Hatami,Maria Valdivieso de Uster
  • Publisher : John Wiley & Sons
  • Release : 08 April 2016
GET THIS BOOKSales Growth

The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as

The Psychology of Selling

The Psychology of Selling
  • Author : Brian Tracy
  • Publisher : Thomas Nelson Inc
  • Release : 01 June 2006
GET THIS BOOKThe Psychology of Selling

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling. Tracy's classic audio program, The Psychology of Selling, is the best-selling sales training program in history and is now available in expanded and updated book format for the first time. Salespeople will learn: "the inner game

Consultative Selling

Consultative Selling
  • Author : Mack HANAN
  • Publisher : AMACOM
  • Release : 15 March 2011
GET THIS BOOKConsultative Selling

When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship. In his widely received guide, Mack Hanan helps readers achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You’ll learn how to create a two-tiered sales model to separate consultative sales from