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.

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.

Demonstrates how to use new strategies to confront the competition

Vorwort
Demonstrates how to use new strategies to confront the competition

Autorentext
Tad Tuleja is staff writer at Miller Heiman Inc, and has co-written five MHI books, including the original Strategic Selling (published by Kogan Page). Among his nearly 30 other books is Beyond the Bottom Line, a study of business ethics. From 1987 to 1991, Tad Tuleja directed the School of Management writing programme at the University of Massachusetts at Amherst. He has also completed a PhD in anthropology at the University of Austin.

Klappentext

One of the best books on selling ever published, The New Strategic Selling has 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 influential concept of '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.

A genuine business classic, this revised edition of The New Strategic Selling confronts the rapidly evolving world of business-to-business sales with real-world examples, strategies for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop.

Inhalt

• • Chapter - 00: If it ain't broke: the 'why' behind the new Strategic Selling;
• Section - ONE: Strategic Selling;
• • Chapter - 01: Successful selling in a world of constant change;
  • Chapter - 02: Strategy and tactics defined;
  • Chapter - 03: Your starting point: position;
  • Chapter - 04: A glance at the strategy blueprint: the six key elements of Strategic Selling;
• Section - TWO: Building on bedrock: laying the foundation of strategic analysis;
• • Chapter - 05: Key element 1: buying influences;
  • Chapter - 06: Key element 2: red flags/leverage from strength;
  • Chapter - 07: Buyer level of receptivity;
  • Chapter - 08: Key element 3: the four response modes;
  • Chapter - 09: The importance of winning;
  • Chapter - 10: Key element 4: win-results;
• Section - THREE: Common problems, uncommon solutions;
• • Chapter - 11: Getting to the economic buying influence: strategies and tactics;
  • Chapter - 12: The coach: developing your prime information resource;
  • Chapter - 13: What about the competition?;
• Section - FOUR: 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;
• Section - FIVE: 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;
• Section - SIX: From analysis to action;
• • Chapter - 19: Your action plan;
  • Chapter - 20: Strategy when you have no time;
  • Chapter - 21: Strategic Selling: a lifetime approach