The New Strategic Selling

The New Strategic Selling
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Hachette UK
  • File Size : 45,8 Mb
  • Total Pages : 300
  • Relase : 2008-11-16
  • ISBN : 9780446548786
  • Rating : 4/5 (84 users)

The New Strategic Selling Book in PDF, Epub and Kindle

The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success. The New Strategic Selling 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 you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.

Strategic Selling

Strategic Selling
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Unknown
  • File Size : 45,6 Mb
  • Total Pages : 319
  • Relase : 1987-01-01
  • ISBN : 0961907304
  • Rating : 4/5 (84 users)

Strategic Selling Book in PDF, Epub and Kindle

Summary of The New Strategic Selling – [Review Keypoints and Take-aways]

Summary of The New Strategic Selling – [Review Keypoints and Take-aways]
  • Author : PenZen Summaries
  • Publisher : by Mocktime Publication
  • File Size : 52,6 Mb
  • Total Pages : 13
  • Relase : 2022-11-27
  • ISBN :
  • Rating : 4/5 (84 users)

Summary of The New Strategic Selling – [Review Keypoints and Take-aways] Book in PDF, Epub and Kindle

The summary of The New Strategic Selling – The Unique Sales System Proven Successful By the World’s Best Companies presented here include a short review of the book at the start followed by quick overview of main points and a list of important take-aways at the end of the summary. The Summary of The book New Strategic Selling instructs readers on how to successfully close sales in a way that is positive and beneficial for both the seller and the buyer. These tips will get you on the right path toward achieving long-term success in sales by helping you cultivate relationships, provide excellent service to your clients, and zero in on the most important factors that impact a transaction. The New Strategic Selling summary includes the key points and important takeaways from the book The New Strategic Selling by Robert B. Miller, Stephen E. Heiman, Tad Tuleja. Disclaimer: 1. This summary is meant to preview and not to substitute the original book. 2. We recommend, for in-depth study purchase the excellent original book. 3. In this summary key points are rewritten and recreated and no part/text is directly taken or copied from original book. 4. If original author/publisher wants us to remove this summary, please contact us at [email protected].

The New Strategic Selling

The New Strategic Selling
  • Author : Stephen E. Heiman
  • Publisher : Unknown
  • File Size : 42,9 Mb
  • Total Pages : 306
  • Relase : 2003
  • ISBN : OCLC:1245644249
  • Rating : 4/5 (84 users)

The New Strategic Selling Book in PDF, Epub and Kindle

The New Strategic Selling

The New Strategic Selling
  • Author : Anonim
  • Publisher : Unknown
  • File Size : 46,9 Mb
  • Total Pages : 5
  • Relase : 2018
  • ISBN : OCLC:1078364768
  • Rating : 4/5 (84 users)

The New Strategic Selling Book in PDF, Epub and Kindle

The 5 Paths to Persuasion

The 5 Paths to Persuasion
  • Author : Robert B. Miller,Gary A. Williams,Alden M. Hayashi
  • Publisher : Kogan Page Publishers
  • File Size : 54,8 Mb
  • Total Pages : 242
  • Relase : 2007
  • ISBN : 0749449942
  • Rating : 4/5 (84 users)

The 5 Paths to Persuasion Book in PDF, Epub and Kindle

To succeed in today's business world of tough and fast decision-makers, how a statement is made can be more important than what it says. Even the best ideas face resistance and rejection, as all too often people make the mistake of focusing solely on the content of their proposal and giving little thought to the way they will deliver it.In a two-year survey, customer research experts Miller and Williams studied 1,700 executives and discovered that good ideas are not enough; to make any sort of impact they must be delivered effectively. They reveal the five different types of decision maker, including Charismatics, Thinkers, Sceptics, Followers, and Controllers and show how to best sell ideas to each.Whether it be a proposal or a business plan, The 5 Paths to Persuasion unlocks the secrets of persuasion necessary to present any kind of idea successfully.

Strategic Selling

Strategic Selling
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Warner Books (NY)
  • File Size : 41,6 Mb
  • Total Pages : 319
  • Relase : 1988-02-01
  • ISBN : 0446389226
  • Rating : 4/5 (84 users)

Strategic Selling Book in PDF, Epub and Kindle

Strategic Selling

Strategic Selling
  • Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Unknown
  • File Size : 46,7 Mb
  • Total Pages : 319
  • Relase : 1985
  • ISBN : 044637007X
  • Rating : 4/5 (84 users)

Strategic Selling Book in PDF, Epub and Kindle

New Strategic Selling

New Strategic Selling
  • Author : Stephen E. Heiman,Diane Sanchez
  • Publisher : Warner Books (NY)
  • File Size : 40,7 Mb
  • Total Pages : 236
  • Relase : 2014-07-02
  • ISBN : 0446599751
  • Rating : 4/5 (84 users)

New Strategic Selling Book in PDF, Epub and Kindle

By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.

Epz New Strategic Selling

Epz New Strategic Selling
  • Author : Miller Heiman Staff,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
  • Publisher : Unknown
  • File Size : 40,6 Mb
  • Total Pages : 306
  • Relase : 2005-02-01
  • ISBN : 0749442360
  • Rating : 4/5 (84 users)

Epz New Strategic Selling Book in PDF, Epub and Kindle

Strategic Selling

Strategic Selling
  • Author : Robert Bruce Miller
  • Publisher : Unknown
  • File Size : 50,5 Mb
  • Total Pages : 317
  • Relase : 1988
  • ISBN : OCLC:1245824139
  • Rating : 4/5 (84 users)

Strategic Selling Book in PDF, Epub and Kindle

Strategic selling

Strategic selling
  • Author : Robert Miller,Stephen Heiman
  • Publisher : Unknown
  • File Size : 45,6 Mb
  • Total Pages : 0
  • Relase : 1989
  • ISBN : 1860919510
  • Rating : 4/5 (84 users)

Strategic selling Book in PDF, Epub and Kindle

The New Successful Large Account Management

The New Successful Large Account Management
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Kogan Page Publishers
  • File Size : 48,5 Mb
  • Total Pages : 230
  • Relase : 2006
  • ISBN : 0749445017
  • Rating : 4/5 (84 users)

The New Successful Large Account Management Book in PDF, Epub and Kindle

"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships."- Damon Jones, COO, Miller Heiman, Inc."The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company."- Joseph L Cash, senior vice president of sales, Equifax Corporation"Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results."- Paul Wichman, vice president and senior division sales manager, Schwab Institution'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.

How to Sell Like a Pro with The New Strategic Selling

How to Sell Like a Pro with The New Strategic Selling
  • Author : Wrote Will
  • Publisher : Independently Published
  • File Size : 53,6 Mb
  • Total Pages : 0
  • Relase : 2022-12-12
  • ISBN : 9798368054711
  • Rating : 4/5 (84 users)

How to Sell Like a Pro with The New Strategic Selling Book in PDF, Epub and Kindle

The New Strategic Selling This new version of the business classic challenges the constantly expanding world of business-to-business sales with fresh real-world examples, new tactics for tackling competition, and a unique section presenting the most regularly asked questions from the Miller Heiman seminars. 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 a business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.

New Successful Large Account Management

New Successful Large Account Management
  • Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Unknown
  • File Size : 49,7 Mb
  • Total Pages : 0
  • Relase : 2011
  • ISBN : 0749462906
  • Rating : 4/5 (84 users)

New Successful Large Account Management Book in PDF, Epub and Kindle

Whatever a company's sales revenue, chances are that a majority comes from a few crucial accounts. The New Successful Large Account Management, ideal for sales directors, managers and executives, shows businesses how to protect and develop those critical accounts they can't afford to lose. Based on the proven Miller Heiman Large Account Management Process, which is used successfully by some of the world's largest companies, it is crammed with examples of real success stories and proven strategies to keep customers coming back. By following the clearly defined and dynamic approach to the account planning process, readers will close more business and introduce winning sales systems into their organization.

The Chocolate Model of Change

The Chocolate Model of Change
  • Author : Diane Dormant,Joe Lee
  • Publisher : Lulu.com
  • File Size : 47,7 Mb
  • Total Pages : 273
  • Relase : 2011-07-03
  • ISBN : 9781257867554
  • Rating : 4/5 (84 users)

The Chocolate Model of Change Book in PDF, Epub and Kindle

A how-to-guide to get others in your organization to accept new technologies, processes, regulations, management, etc.

The New Successful Large Account Management

The New Successful Large Account Management
  • Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
  • Publisher : Grand Central Publishing
  • File Size : 48,7 Mb
  • Total Pages : 272
  • Relase : 2005-04-20
  • ISBN : 0446694665
  • Rating : 4/5 (84 users)

The New Successful Large Account Management Book in PDF, Epub and Kindle

For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in "real time." Discover: * The Long View: Studying and really understanding your company-and your customer's business-can mean years of selling success * "Lamp" Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent "external assets" * Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever * Channels of Communication: The right contacts and communication lines will help you make key changes-before it's too late!

Disruptive Selling

Disruptive Selling
  • Author : Patrick Maes
  • Publisher : Kogan Page Publishers
  • File Size : 43,6 Mb
  • Total Pages : 233
  • Relase : 2018-04-03
  • ISBN : 9780749482350
  • Rating : 4/5 (84 users)

Disruptive Selling Book in PDF, Epub and Kindle

Adopt disruptive selling strategies that will empower your customers and ensure you stay competitive in the constantly evolving digital landscape with this carefully researched book, featuring case studies and examples from disruptive organizations such as AirBnB, Zalando and Bol.com. The heyday of the classic sales force is over. Customers lead mobile and online lives, and successful companies use disruptive concepts to engage with the digitally empowered consumer. This book will help companies transform themselves to the new age of selling by matching supply to demand in an innovative way. Successful disruptive selling concepts must be based on the right combination of a series of factors, including an understanding of what motivates customers' corresponding value propositions, appropriate organizational structures, and the right overarching business culture. Disruptive Selling demystifies all of this, and more. Featuring case studies and examples from disruptive organizations such as AirBnB, Zalando and Bol.com, it will empower readers to look critically at their organizations and begin their own disruptive selling journeys. Containing a carefully researched, clearly explained framework and practical guidelines that will allow readers to get started immediately, this book is the ultimate guide to remaining competitive and adaptive in a continually changing world.

Secrets of Closing Sales

Secrets of Closing Sales
  • Author : Charles B. Roth,Roy Alexander
  • Publisher : Prentice Hall Press
  • File Size : 40,9 Mb
  • Total Pages : 404
  • Relase : 1997-10-01
  • ISBN : 0136715125
  • Rating : 4/5 (84 users)

Secrets of Closing Sales Book in PDF, Epub and Kindle

The #1 bestseller on the art of closing sales is now fully updated to meet the challenges of today’s competitive new sales environment—with 53 case studies drawn from real life. The sixth edition features the newest selling tactics and strategies, the latest products, and the new salesperson/customer relations. Among the newer methods covered are critical path selling, group selling and teleconferencing, strategic selling, consultative selling, conceptual selling, empathic selling, and key account selling. Plus, you’ll also discover, step-by-step, the secrets of how to: • Analyze the customer’s psyche to determine your selling strategy • Cash in on the callbacks and follow-up visits • Make more effective use of the telephone • Get great leads from satisfied clients • Profit from telemarketing • Make sure a closed sale stays closed Highlighted by actual real-world examples that demonstrate these successful strategies and techniques in action, Secrets of Closing Sales gives you the tested tools you need to double or even triple your current income. “The appeal of this . . . is in the stories and closing lines collected from master salespeople. You’ll be struck by how simple and effective many techniques are.”—Executive Book Summaries

Strategic Selling and the Human Factor

Strategic Selling and the Human Factor
  • Author : Marc MIEGEVILLE
  • Publisher : Unknown
  • File Size : 40,5 Mb
  • Total Pages : 118
  • Relase : 2019-11-26
  • ISBN : 1711719226
  • Rating : 4/5 (84 users)

Strategic Selling and the Human Factor Book in PDF, Epub and Kindle

The first bartering was the first win-win deal between two individuals both smart enough to perceive their own interest in this new mode of transaction. The Human Factor was and is still essential in today complex project strategies . The book is a great sales and bid management toolbox drawn from real life experiences . It starts with recommendations on the selection of your targeted projects and help you go through the various phases of customer contacts during the life of a project . The listening and understanding of your customer needs is highlighted as fundamental and is the basis of your sales strategy . It also shows through real life stories telling how much team work with your own internal organization is important and how much care for the Human Factor , for people is mandatory. The tender documents and final bid response are seen as continuing step of the overall strategy. Emphasis and guidelines for creative thinking are given until the last phase of negotiation and contract award.