- Offers new insight into the way salespeople can successfully promote products and services
- Combines a thorough consultative sales process with integrity
- Identifies solutions to common problems in the field, from developing prime information resources, to managing selling time
- Demonstrates how to use new strategies to confront the competition
The New Strategic Selling
The Unique Sales System Proven Successful by the World's Best Companies
Confront the rapidly changing world of B2B sales with this bestselling book by leaders at Miller Heiman, which introduced the world to the influential concept of 'win-win' when it comes to sales.
Key features at a glance
EAN: 9780749462949
Edition: 3
Published:
Format: 235x155
288 pages
About the book
Learn from one of the bestselling books on sales ever published, which has cemented itself as the must-read for any sales or marketing professional, written by leaders at Miller Heiman - the global lead in sales and development.
Strategic Selling presented the idea of selling as a joint venture, introducing the influential concept of 'win-win' and making it one of the bestselling books on sales ever published. The response to 'win-win' was immediate and fundamentally changed sales and marketing with its rejection of manipulative tactics, in turn positioning Miller Heiman as a global leader with the most prestigious client list in the industry.
Now, learn from the latest, third edition of this genuine business classic with The New Strategic Selling which confronts the rapidly changing world of B2B sales including:
- Real-world examples
- Strategies for confronting the competition
- New content on the most common challenges and questions from the Miller Heiman workshop
The New Strategic Selling remains essential reading for any sales directors, managers or executives in any type of company and industry.
About the authors
Robert B Miller is co-founder of Miller-Williams Inc., which has developed patented research methods that provide accurate measurements of how customers think and behave. Their clients include blue-chip companies such as ARAMARK, Coors, General Motors, Rockwell Automation, Sabre and Sikorsky Aircraft. Miller is one of the original co-founders of Miller-Heiman.
Stephen E Heiman is the former President, CEO and Chairman of Miller Heiman, and has worked in sales development for over 30 years, including as an IBM national account salesman, where he increased sales by over 35 per cent.
Tad Tuleja is staff writer at Miller Heiman Inc, and has co-written five MHI books (published by Kogan Page) as well as many other books, including Beyond the Bottom Line, a study of business ethics. He also directed the School of Management writing programme at the University of Massachusetts at Amherst.
Related products
