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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

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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 helped turn the small company that created Strat 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 helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern 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.


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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 helped turn the small company that created Strat 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 helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern 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.

30 review for The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

  1. 4 out of 5

    Alok Mishra

    Yeah, we know that! Overall, most of the points raised in this book are certainly old school and won't be very useful for the new-age market invaders. Nonetheless, it might be a good start because reading a book won't take a lot. And nothing to take away from the authors and experts - time has changed! Yeah, we know that! Overall, most of the points raised in this book are certainly old school and won't be very useful for the new-age market invaders. Nonetheless, it might be a good start because reading a book won't take a lot. And nothing to take away from the authors and experts - time has changed!

  2. 5 out of 5

    George Davidson

    One of the timeless classics that you should read if you sell to large accounts. Very long book - 400+ pages, but they do a great job of putting large complex sales into a strategic framework so that you: -Make sure to cover all the bases -Identify and deal with Red Flags -Identify win-results Miller-Heiman coined the phrase win-win and they use some principles of strategy to create a nice method of analyzing your large complex deals. Only worth utilizing if you are dealing with large accounts (500+ One of the timeless classics that you should read if you sell to large accounts. Very long book - 400+ pages, but they do a great job of putting large complex sales into a strategic framework so that you: -Make sure to cover all the bases -Identify and deal with Red Flags -Identify win-results Miller-Heiman coined the phrase win-win and they use some principles of strategy to create a nice method of analyzing your large complex deals. Only worth utilizing if you are dealing with large accounts (500+ employee companies to Fortune 500) with large deals - 100K+ to Multi-million. Otherwise more standard solution selling should work and don't waste your time on the strategic analysis. If it is a large deal, then please use this method as it will help you cover everything you need to and identify where you have gaps.

  3. 5 out of 5

    Lawrence Cullen

    This book is old school, with nothing new. Just a rehash of all the books you thought were important. Good for insomniacs.

  4. 5 out of 5

    Tim

    I read this book as part of sales training for my company, which is involved in complex sales. Because my background is engineering, I’ve typically been a little mystified and intimidated by the sales process. The New Strategic Selling has given me a framework for how to understand and approach complex sales (in an account management context, in my case). I appreciate the honest, win-win approach. There is no deception or trickery here, only honestly investigating customer needs and staying conne I read this book as part of sales training for my company, which is involved in complex sales. Because my background is engineering, I’ve typically been a little mystified and intimidated by the sales process. The New Strategic Selling has given me a framework for how to understand and approach complex sales (in an account management context, in my case). I appreciate the honest, win-win approach. There is no deception or trickery here, only honestly investigating customer needs and staying connected to the right people (covering your bases) in an intentional way.

  5. 5 out of 5

    Wilde Sky

    A book about how to achieve sales. There were one or two interesting points but overall I found it a bit dull. Rating 2.5.

  6. 4 out of 5

    Eduardo Joffroy

    This is a traditional book on sales management that basically reminds us of going back to basics that Sports Teams apply. Not only specifically talking about roles of the Sales Team, The Importance of the Sales Team Coach, but the Sales Culture of the company that ends up aligning the whole sales strategy and success. I think that the book is of value and relevance still, although it is a basic and simple book.

  7. 5 out of 5

    Chris

    I read this book which has been on my shelf for many years and I have had Miller Heiman Professional Sales Training. This book is essentially what is taught in Miller Heiman's Professional Selling Skills. I highly recommend this book. I read this book which has been on my shelf for many years and I have had Miller Heiman Professional Sales Training. This book is essentially what is taught in Miller Heiman's Professional Selling Skills. I highly recommend this book.

  8. 4 out of 5

    Mohammad Ghorbanian

    I am working as a technical sales engineer since 4 years ago. The book targets the things I needed a lot. As a technical sales engineer, you are coping with Business to Business sales and you need to figure out all of the decision-makers and how to influence them. Although the book is old, it has workable advice. I read the book thoroughly and am trying to implement the offers. The most important parts of the book for me was related to the win-win concepts of sales and how to compete. I was really I am working as a technical sales engineer since 4 years ago. The book targets the things I needed a lot. As a technical sales engineer, you are coping with Business to Business sales and you need to figure out all of the decision-makers and how to influence them. Although the book is old, it has workable advice. I read the book thoroughly and am trying to implement the offers. The most important parts of the book for me was related to the win-win concepts of sales and how to compete. I was really amazed with the analogy the writer benefits to show us the "face" vs. "side" competition. He makes examples of swimming and soccer to elaborate on the differences between these two kinds of competition. In sales, we compete like swimming races. We should focus on the target which is the customer not the competitor. I have written a book review of this book. You can read that here: http://narenjiman.com/the-new-strateg... I hope you'll enjoy.

  9. 4 out of 5

    Priscilla King

    Full points to the authors for encouraging "win-win" sales strategies. I, personally, believe that products worth buying don't take a lot of "selling" effort, and I could hardly focus on this material long enough to follow even one page of this book at a time. If you can read this book and stay awake, you have a talent I lack. You should be able to use this book, exploit your talent, and market corporate products to other huge corporations at huge profits, with my blessing. People with the gift of Full points to the authors for encouraging "win-win" sales strategies. I, personally, believe that products worth buying don't take a lot of "selling" effort, and I could hardly focus on this material long enough to follow even one page of this book at a time. If you can read this book and stay awake, you have a talent I lack. You should be able to use this book, exploit your talent, and market corporate products to other huge corporations at huge profits, with my blessing. People with the gift of salesmanship have been using these ideas to capitalize on their talent for years. Everyone agrees that the book is worth its price for its intended audience. I simply don't happen to be its intended audience.

  10. 4 out of 5

    Steve

    My business development group read this as a development exercise. Good solid discussions on: -buying influences (economic, user, technical, coach) and the value of each -sales funnel and how to allocate time to address items moving through the funnel. A valuable methodology the author uses is to step through a series of exercises (what he calls workshops) that put into practice the concepts being introduced and selecting a specific sale to a customer to help clarify the lessons being taught. Even t My business development group read this as a development exercise. Good solid discussions on: -buying influences (economic, user, technical, coach) and the value of each -sales funnel and how to allocate time to address items moving through the funnel. A valuable methodology the author uses is to step through a series of exercises (what he calls workshops) that put into practice the concepts being introduced and selecting a specific sale to a customer to help clarify the lessons being taught. Even though I am not in direct sales, my role is one of getting approval for projects and I found the concepts to be useful in my role as well.

  11. 4 out of 5

    Tom Carroll

    Still the Greatest Book on Sales Strategy The Miller Heiman Strategic Selling process is timeless. As a young sales rep in the late 90's, I was sent to Miller Heiman training by my company (TMP Worldwide) and benefited from it greatly. I am now training my own company (sales reps, account managers and product teams) on the Strategic Selling process. It gives everyone in our ad agency an understanding of our prospective and current accounts as they relate to a single sales objective. It also gives Still the Greatest Book on Sales Strategy The Miller Heiman Strategic Selling process is timeless. As a young sales rep in the late 90's, I was sent to Miller Heiman training by my company (TMP Worldwide) and benefited from it greatly. I am now training my own company (sales reps, account managers and product teams) on the Strategic Selling process. It gives everyone in our ad agency an understanding of our prospective and current accounts as they relate to a single sales objective. It also gives us a common language to use when discussing these accounts. I am enjoying passing on the wisdom of this system.

  12. 5 out of 5

    Joe

    This book is an indispensable resource for a new (or old) salesperson. It equips one with plenty of strategy and tooling. I drew the reading out over too long a period, perhaps, as I was implementing it as I learned each new thing. My favourite chapter is chapter 18, which deals with actually focusing your efforts on moving potential business through a sales funnel, towards greater probability of closing business. Having now structured my sales objectives in this way has produced immediate clari This book is an indispensable resource for a new (or old) salesperson. It equips one with plenty of strategy and tooling. I drew the reading out over too long a period, perhaps, as I was implementing it as I learned each new thing. My favourite chapter is chapter 18, which deals with actually focusing your efforts on moving potential business through a sales funnel, towards greater probability of closing business. Having now structured my sales objectives in this way has produced immediate clarity on what work needs to be done on each.

  13. 4 out of 5

    João Cortez

    This book, together with "The New Conceptual Selling" should be mandatory for any sales person. It introduces among other things, the concept of the Sales Funnel and of Win Results. If you are interested in repeat business and customer referrals you will not want to miss this book. Highly recommended! This book, together with "The New Conceptual Selling" should be mandatory for any sales person. It introduces among other things, the concept of the Sales Funnel and of Win Results. If you are interested in repeat business and customer referrals you will not want to miss this book. Highly recommended!

  14. 5 out of 5

    Miles Wen

    One of my angel investors recommended this book to me as a good tool to learn B2B sales. He gave me a tutorial & briefing on the core concepts covered in this book yet I only got to finish reading this book a year later. Very educational and insightful

  15. 4 out of 5

    Otto

    A book on complex sales. The process described in the book in short: identify the people influencing the sale (user, technical buyer, economic buyer) and make sure the deal provides them with both personal wins and organisational results.

  16. 4 out of 5

    Oleg

    The book is too basic for somebody who has been in sales for a while. It is WAY TOO LONG and uses a lot of unnecessary jargon. Too much self-promotion. Borrow it and skim in a couple of hours - you are likely to find a good thought or two.

  17. 4 out of 5

    Hannamari

    A classic on complex B2B sales, with a number of practical methods and tools for reaching a win-win sale. For me, the beef of the book was around the four different buying influences: the economic buyer, the user buyer, the techical buyer and the coach.

  18. 4 out of 5

    Michael

    Excellent read for sales people who are need to create a strategic process. Must read for anyone who is making complex sales.

  19. 5 out of 5

    Keith Elliston

    great book on the process of strategic selling to large clients.

  20. 5 out of 5

    Olek

    Some good sales advice mixed with the whole layer of unproven terminology and complex analysis scheme of disputable vale.

  21. 5 out of 5

    Ahmad Sardar

    Excellent book that gives you a reliable framework for covering your account vigorously.

  22. 4 out of 5

    Eric Parker

    Some really helpful concepts and a great framework for selling in general in this book. I'll take a good amount away from this. My biggest takeaway revolve around: -Understanding different buying influences -Allocating time to the right activities (primarily prospecting) -Developing a coach Lots more on top of that, those are just the big ones that jump out. My biggest complaint is that the book is very repetitive and slow. Some really helpful concepts and a great framework for selling in general in this book. I'll take a good amount away from this. My biggest takeaway revolve around: -Understanding different buying influences -Allocating time to the right activities (primarily prospecting) -Developing a coach Lots more on top of that, those are just the big ones that jump out. My biggest complaint is that the book is very repetitive and slow.

  23. 5 out of 5

    Andrew

    This is an excellent book that recasts traditionally tactically-oriented sales as a long-term strategic process. Rather than "calls to action" and personality types, it's all about identifying all the buying influences and finding out about them: their role in the specific sale, level of influence, views of the situation, win-results. While the book contains approaches to dealing with obstacles (such as Technical Buyers pretending to be the Economic Buyer), the emphasis is on a high level view of This is an excellent book that recasts traditionally tactically-oriented sales as a long-term strategic process. Rather than "calls to action" and personality types, it's all about identifying all the buying influences and finding out about them: their role in the specific sale, level of influence, views of the situation, win-results. While the book contains approaches to dealing with obstacles (such as Technical Buyers pretending to be the Economic Buyer), the emphasis is on a high level view of sales, including managing revenue variance, assessing fit, and determining whether the customer is ready for a sale. I recommend this to those looking for a foundational understanding of corporate sales.

  24. 4 out of 5

    Janet

    Points of influence with potential clients. And also, for me as purchaser of services, a way of looking at what I should amplify what I need so that I get what is needed. My first two consultative sales course was SPIN selling in 1996 from Microsoft then Mahan Khalsa's course (now Franklin Covey private offering) offered from Microsoft in 1998. This was the best book to explain effectiveness techniques directed at a situation, not just an overall conceptual framework. Points of influence with potential clients. And also, for me as purchaser of services, a way of looking at what I should amplify what I need so that I get what is needed. My first two consultative sales course was SPIN selling in 1996 from Microsoft then Mahan Khalsa's course (now Franklin Covey private offering) offered from Microsoft in 1998. This was the best book to explain effectiveness techniques directed at a situation, not just an overall conceptual framework.

  25. 4 out of 5

    Marc Dorval

    This book provides good techniques and ideas around "complex" sale strategies. For someone new to sales, or new to complex sales (where there are many influencers and stakeholders), this is a good book to work through. I think it's just one set of techniques to use, though. The professional salesperson should also be adept at consultative (solution) selling as well as challenger selling to round out the toolkit and have a successful career. This book provides good techniques and ideas around "complex" sale strategies. For someone new to sales, or new to complex sales (where there are many influencers and stakeholders), this is a good book to work through. I think it's just one set of techniques to use, though. The professional salesperson should also be adept at consultative (solution) selling as well as challenger selling to round out the toolkit and have a successful career.

  26. 4 out of 5

    Nic Brisbourne

    The New Strategic Selling sets out a helpful framework for managing complex sales: 1) Identify buying influences (economic, user, technical, coach) 2) Identifying their response modes (growth, trouble, even keel, over confident) 3) Find out their wins - not just business results It's written like a textbook with practical workshops at the end of each chapter. The New Strategic Selling sets out a helpful framework for managing complex sales: 1) Identify buying influences (economic, user, technical, coach) 2) Identifying their response modes (growth, trouble, even keel, over confident) 3) Find out their wins - not just business results It's written like a textbook with practical workshops at the end of each chapter.

  27. 4 out of 5

    Jessica

    Even if you personally find yourself already leaning on this strength a lot, the book's organized approach is reassuring, and the goal it sets of applying such thought to all applicable accounts is beneficial. Thanks. Even if you personally find yourself already leaning on this strength a lot, the book's organized approach is reassuring, and the goal it sets of applying such thought to all applicable accounts is beneficial. Thanks.

  28. 4 out of 5

    Liz

    Not a book you can read without doing the exercises, must have notebook and tons of time on your hands. Had to read for my company's national sales meeting in a week, will def need to read it again and do the exercises when I have more time. Not a book you can read without doing the exercises, must have notebook and tons of time on your hands. Had to read for my company's national sales meeting in a week, will def need to read it again and do the exercises when I have more time.

  29. 5 out of 5

    Matthew Hodge

    I've read this book two or three times in my career. While it's harder to implement than it looks, it has valuable implications, not just for sales, but how to get any sort of change in place where you require the buy-in of multiple stakeholders. I've read this book two or three times in my career. While it's harder to implement than it looks, it has valuable implications, not just for sales, but how to get any sort of change in place where you require the buy-in of multiple stakeholders.

  30. 5 out of 5

    Ray Cobel

    A most insightful read on the mindsets sellers must address.

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