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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies Paperback – April 20, 2005
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About the Author
Heiman is co-founder of Miller Heiman, Inc., one of the most prestigious sales consulting firms, and author of several best-selling buisness books. His more than thirty-year career includes sales, sales management, and senior management positions.
Tuleja has researched and published thousands of quirky facts in the many books.
Top Customer Reviews
The list of major companies who use the Strategic Selling process to drive their sales is extremely impressive.
The approach of this book came naturally to me. This sales strategy is much like engineering decisions in using continual review of risks and generating ideas to mitigate those risks while simultaneously advancing toward the closing of the project (a sales deal). There are many lists and sublists within the method that are pretty well known by now so I won't try to list many of them here. The terminology is important and very memorable - "Coach", "Economic Buyer", "Funnel", "Best Few", etc.
The book is clear about what it is not and I appreciate that too since sales is not my background. It is not a book of sales tactics, that is, how to literally sell someone something face to face in the "sales event" as the book calls it. The book assumes the reader is an experienced sales person and is already perfecting this skill (a fair assumption). It also does not try to teach skills in deal closure/contracting since that subject is already covered by many other books and is another assumed skill.
What the book does talk about at length is approaching each deal as a unique project that has its own risks, dynamics and yet can be managed within a systematic framework for success.Read more ›
There is also a cassette version which is excellent. It makes for good listening but does not substitute for the process of working your way through the text. I bought both. They are an excellent investment.
Most Recent Customer Reviews
I have used Strategic Selling since 1985 as my bible for key account selling. It has literally defined my success and allowed me to radically change several industries in the US. Read morePublished 1 month ago by eLearningGuru
Just finishing the book, I'm New into sales and despite many terms and concepts are kind of new in my vocabulary, it is easy to understand.Published 3 months ago by Jorge Quijano
The bible for all sales people. Without a doubt his is the best book out there for selling. I attribute my success and the success of our company to the knowledge gained from this... Read morePublished 5 months ago by Rick Fischer
Great plan and solution for success. Effective tool for leveraging how to engage the right people and strategize.Published 6 months ago by Raymond P Longo