The New Strategic Selling The Unique Sales System Proven Successful by the World’s Best Companies revised and update for the 21st century edition by Stephen Heiman ISBN‎ 0446673463 ‎978-0446673464

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ISBN 10:  0446673463 ‎
ISBN 13:  978-0446673464
Author: Stephen E. Heiman

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.

The New Strategic Selling The Unique Sales System Proven Successful by the World’s Best Companies revised and update for the 21st century Table of contents:

PART 1: STRATEGIC SELLING

CHAPTER 1: SUCCESSFUL SELLING IN A WORLD OF CONSTANT CHANGE

CHAPTER 2: STRATEGY AND TACTICS DEFINED

CHAPTER 3: YOUR STARTING POINT: POSITION

CHAPTER 4: A GLANCE AT THE STRATEGY BLUEPRINT: THE SIX KEY ELEMENTS OF STRATEGIC SELLING

PART 2: BUILDING ON BEDROCK: LAYING THE FOUNDATION OF STRATEGIC ANALYSIS

CHAPTER 5: KEY ELEMENT 1: BUYING INFLUENCES

CHAPTER 6: KEY ELEMENT 2: RED FLAGS/LEVERAGE FROM STRENGTH

CHAPTER 7: BUYER LEVEL OF RECEPTIVITY

CHAPTER 8: KEY ELEMENT 3: THE FOUR RESPONSE MODES

CHAPTER 9: THE IMPORTANCE OF WINNING

CHAPTER 10: KEY ELEMENT 4: WIN-RESULTS

PART 3: 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?

PART 4: 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

PART 5: 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

PART 6: FROM ANALYSIS TO ACTION

CHAPTER 19: YOUR ACTION PLAN

CHAPTER 20: STRATEGY WHEN YOU HAVE NO TIME

CHAPTER 21: STRATEGIC SELLING: A LIFETIME APPROACH

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