Customer Reviews

Selling Machine: How to Focus Every Member of Your Company on the Vital Business of Selling

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Reading the books written by Miller, Heiman and Tuleja (The New Conceptual Selling, Successful Large Account Management and The New Strategic Selling) changed the way I looked at complex sales processes completely and increased sales success of the companies I work(ed) for dramatically. Their books (and excellent training courses) represent a customer-centric vision rarely to be found in other writings (and training courses) on how to sell.

The Selling Machine gives an excellent overview of the Miller-Heiman philosophy and goes one step further by propagating that all employees should share responsibility in enhancing revenues by supporting the sales force. A must-read for everybody in an organisation - be it sales or marketing, administration or reception desk, CEO or his/her driver. All who understand that in the end it is the customer who is paying your salary. So better make sure all people on board are helping to get sales in.

Especially a good read for people who want to get acquainted with Miller-Heiman's work or who just think they have not enough time to read all the other books I mentioned.

The message to be made to companies...to survive in today's highly competitive marketplace, everyone, not just the sales department,from top to bottom, must be selling to help the salesforce do its job.


Selling Machine proposes that the whole company focus on the customer. The book wraps up with emphasis on the value of teamwork and how teams can enhance customer focus.