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Review: ˜Miller Heiman exists to elevate the role, status, professionalism and strategic importance of salespeople and the overall sales function within an organization. Those who have chosen the sales profession as their career know that process and discipline are essential for achieving success. The principles from Strategic Selling provide a roadmap for top performers to continue to hone the craft of sales.`
“Sam Reese, President and CEO Miller Heiman
˜I have no doubt that within weeks of carrying out the training across our whole partner and director population we had a new and consistent language in our business around the way we pursued opportunities. We have seen much more engagement on our ˜must-win` opportunities, and the pursuit teams have become much more rigorous in facing those difficult, but obvious questions, which make the difference between winning and losing, and which otherwise without these Selling Concepts people have a habit of ignoring. A quick and easy-to-understand methodology that can be embedded in the business, and does force you to adopt best practices.`
“Jon Hughes, Managing Partner, Transaction Advisory Services UK & Ireland, Ernst & Young
˜We have successfully trained over 300 staff within Ultra Electronics on the Strategic Selling concepts. The focus this has provided us on satisfying the requirements of individuals within the customer organization has transformed the way we sell and has been a major contributor to our success. The common language and structured approach that Strategic Selling brings helps us work more effectively together and in doing so win more business.`
“Andy Hammet, Group Marketing Director, Ultra Electronics Holdings PLC
˜Common sense but really effective techniques; smart ones that sometimes tell you to back off and do something more useful or help you uncover new information and establish realistic probabilities of winning.`
“Gianpiero Lorandi, Group Marketing and Sales Director, Selex Galileo
Description: One of the 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-1o-business sales with real-world examples, strategies for confronting the competition and a special section featuring the most commonly asked questions from the Millerheiman workshop.
Contents: If it ain`t broke: the ˜why` behind the new Strategic Selling ¢ Part One: Strategic Selling ¢ Successful selling in a world of constant change ¢ Strategy and tactics defined ¢ Your starting point: position ¢ A glance at the strategy blueprint: the six key elements of Strategic Selling ¢ Part Two: Building on bedrock: laying the foundation of strategic analysis ¢ Key element 1: buying influences ¢ Key element 2: red flags/leverage from strength ¢ Buyer level of receptivity ¢ Key element 3: the four response modes ¢ The importance of winning ¢ Key element 4: win results ¢ Part Three: Common problems, uncommon solutions ¢ Getting to the economic buying influence: strategies and tactics ¢ The coach: developing your prime information resource ¢ What about the competition? ¢ Part Four: Strategy and territory: focusing on your Win-Win customers ¢ Key element 5: ideal customer ¢ Your ideal customer profile: demographics and psychographics ¢ Part Five: Strategy and territory: managing your selling time ¢ Of time, territory and money ¢ Key element 6: the sales funnel ¢ Priorities and allocation: working the funnel ¢ Part Six: From analysis to action ¢ Your action plan ¢ Strategy when you have no time ¢ Strategic Selling: a lifetime approach ¢ After 30 years: responding to our clients` most challenging questions ¢ Index.
About the Authors: Robert B Miller brings almost forty years of experience in sales, consulting, and executing management to help clients succeed in sales arena. As a recognized expert in complex management, he is the co-author of three best-selling business books - Strategic Selling (1985), Conceptual Selling (1987), and Successful large Account Management (1991) - which have been translated into seven languages. He is also the co-author of a forth book, The 5 paths to Persuasion, published in 2004. He has built and managed several sales forces at national and international levels.
In early 1970s Miller developed the Strategic Selling programmes that be later incorporated into Miller Heiman, Inc. Prior to Miller Heiman Bob was Vice-President and General Manager of North American Operations for Kepner-Tregoe, Inc., a strategic consulting organization based in Princeton, New Jersey.
Stephen E Heiman rose in nineteen years from the level of National Account Slaesman for IBM (where he increased sales in all product areas by more than 35 per cent and was in the top 5 per cent for total sales and percentage quota) to Director of marketing at Kepner-Tregoe, to Executive Vice-President of North American van Lines. There he operated as General Manager of the $150 million Household Goods Division and, with full P&L responsibility, increased sales and profits by 36 percent in four years` time. In 1978 he joined Robert Miller as co-principal and full partner in what became Miller Heiman, Inc.
Tad Tuleja, the author of thirty-two books, Tad Tuleja has been associated with Miller Heiman Since 1985, when he collaborated on its first best-seller, Strategic Selling. Since then he has written three other Miller Heiman books, edited the company newsletter, Bestfew, and - from 1997 to 2003 - worked in marketing communications at Siebel Systems. Educated at Yale, Cornell, Sussex, and the University of Texas - from which he holds a PhD in anthropology - Tuleja directed the University of Massachusetts School of Management writing programme for four years. He has also taught at Baylor, Willamette, Colby, and Harvard, which awarded him a certificate of Distinction in teaching. He currently teaches expository writing at the University of Oklahoma
Target Audience: Sales Professionals.
Special prices are applicable to the authorised sales territory only.
Prices are subject to change without prior notice. ISBN 9780749462949
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