The New Strategic Selling

Informationen zum Autor 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. 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.Demonstrates how to use new strategies to confront the competition Zusammenfassung 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. Inhaltsverzeichnis 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 ...

Préface
Demonstrates how to use new strategies to confront the competition

Auteur
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.

Texte du rabat

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.

Résumé
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.

Contenu
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