by Stephen E. Heiman, Tad Tuleja
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| List Price: | $16.95 |
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Product Description
The Unique Sales System Proven Successful by the Worlds Best Companies Now updated and revised for a new century of sales success, 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 youll later regret How to manage a territory to provide steady, not boom and bust, revenue
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Average Customer Review:
0 of 0 people found the following review helpful:
 A Must Have For Sales Personnel, 2008-04-19
This book, together with "The New Conceptual Selling" should be mandatory for any sales person. It introduces among other things, the concept of the Sales Funnel and of Win Results. If you are interested in repeat business and customer referrals you will not want to miss this book. Highly recommended!
0 of 0 people found the following review helpful:
 Review of Strategic Selling, 2008-04-01
The main gripe I have with this book is that the authors are still selling it in the body of the book - well after I've already purchased it! I suppose it's to be expected, they are in sales after all...
Even so, it is a good baseline method for anyone that is involved in selling where there is or will be a long term relationship to manage. It draws on principles from other fields such as change management - and while it isn't new to learn that you need to identify your influencers, and that you need to show them the "win" that they will achieve by backing you - it is it is good to be reminded of this and the other tenets that are laid out in this book.
Overall, a good purchase
0 of 0 people found the following review helpful:
Very helpful, 2008-01-18
I am a Regional Sales Manager for a medical device company, and this book is extremely helpful for anyone who is selling into a complex environment. It gives very useful tips on how to identify exactly where you stand with an account, who's who in an account, and how to cover all of your bases so you don't get torpedo'd by someone who you never even knew was involved in the sale in the first place. I bought copies for all of our outside field reps as well.
0 of 0 people found the following review helpful:
Great B2B Book - It is one of the BEST, 2007-11-17
This book is still one of the best. I recommend it to all the executives and companies I work with in turnarounding sales organizations and sales people who are struggling in the "strategy" of the deal.
It is a GREAT framework for working a complex sale whether you are selling professional services, or a complex, large scale solution.
It is not written and designed for anyone who is selling B2C or selling retail goods. There is no "10 steps to closing the deal" - it's about professional selling.
Best of luck - JosephBMurphy.com
0 of 0 people found the following review helpful:
An excellent read!, 2007-10-12
Just when you thought you couldn't improve a masterpiece, Miller Heiman releases an improved version of Strategic Selling. It's a must read!
Lee B. Salz... author of Soar Despite Your Dodo Sales Manager
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