The New Strategic Selling

The New Strategic Selling by Robert B. Miller

The New Strategic Selling PDF
✏Book Title : The New Strategic Selling
✏Author :
✏Publisher : Grand Central Publishing
✏Release Date : 2008-11-16
✏Pages : 448 pages
✏ISBN : 0446548782
Rating: 4/5 from 21 users

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✏The New Strategic Selling Book Summary : 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 ✍ Robert B. Miller

The New Strategic Selling PDF
✏Book Title : The New Strategic Selling
✏Author : Robert B. Miller
✏Publisher : Grand Central Publishing
✏Release Date : 2008-11-16
✏Pages : 448
✏ISBN : 0446548782
✏Available Language : English, Spanish, And French

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✏The New Strategic Selling Book Summary : 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 ✍ Robert Bruce Miller

Strategic Selling PDF
✏Book Title : Strategic Selling
✏Author : Robert Bruce Miller
✏Publisher : Grand Central Publishing
✏Release Date : 1985
✏Pages : 319
✏ISBN : 0446386278
✏Available Language : English, Spanish, And French

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✏Strategic Selling Book Summary :

📒Strategic Selling ✍ Robert B. Miller

Strategic Selling PDF
✏Book Title : Strategic Selling
✏Author : Robert B. Miller
✏Publisher :
✏Release Date : 1985
✏Pages : 317
✏ISBN : OCLC:1109558601
✏Available Language : English, Spanish, And French

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✏Strategic Selling Book Summary :

📒The New Conceptual Selling ✍ Robert B. Miller

The New Conceptual Selling PDF
✏Book Title : The New Conceptual Selling
✏Author : Robert B. Miller
✏Publisher :
✏Release Date : 2011
✏Pages : 226
✏ISBN : 0749462914
✏Available Language : English, Spanish, And French

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✏The New Conceptual Selling Book Summary : The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors, managers and executives how to identify customers' real needs, tailor every sale to one specific client, and earn and maintain credibility.

📒The New Conceptual Selling ✍ Stephen E. Heiman

The New Conceptual Selling PDF
✏Book Title : The New Conceptual Selling
✏Author : Stephen E. Heiman
✏Publisher : Kogan Page Publishers
✏Release Date : 2004
✏Pages : 258
✏ISBN : 0749441313
✏Available Language : English, Spanish, And French

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✏The New Conceptual Selling Book Summary : "Conceptual Selling is the only help available to a sales professional to deliver what the customer really wants." -John Knopp, Hewlett-Packard Corporation "Conceptual Selling is different from all other sales training... It maps a course and shows you where to go. Nobody has ever done this in training salesmen. The questioning process is unique and superb." -David Schick, Vice President, Sales/Marketing, Saga Corporation Conceptual Selling is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. The new edition of this acclaimed book, now revised and updated, is based on the world-renown MH training programme that has had a profound effect on the careers of thousands of sales people around the world. Conceptual Selling is a non-manipulative process that puts the emphasis firmly on the customer's needs by careful planning and preparation.

📒Successful Large Account Management ✍ Robert Bruce Miller

Successful Large Account Management PDF
✏Book Title : Successful Large Account Management
✏Author : Robert Bruce Miller
✏Publisher : Henry Holt
✏Release Date : 1991
✏Pages : 218
✏ISBN : 0805013040
✏Available Language : English, Spanish, And French

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✏Successful Large Account Management Book Summary : Offers a systematic plan for managing the accounts of larger customers--applicable to all businesses, regardless of size or market--that ensures continuity of revenue and long-term steady growth

📒Conceptual Selling ✍ Robert Bruce Miller

Conceptual Selling PDF
✏Book Title : Conceptual Selling
✏Author : Robert Bruce Miller
✏Publisher : Grand Central Pub
✏Release Date : 1989
✏Pages : 320
✏ISBN : 0446389064
✏Available Language : English, Spanish, And French

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✏Conceptual Selling Book Summary : Written by the authors of Strategic Selling, this is the revolutionary system for face-to-face selling that's used by America's best companies.

📒The New Strategic Selling ✍ Stephen E. Heiman

The New Strategic Selling PDF
✏Book Title : The New Strategic Selling
✏Author : Stephen E. Heiman
✏Publisher :
✏Release Date : 1998
✏Pages : 306
✏ISBN : 0749428333
✏Available Language : English, Spanish, And French

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✏The New Strategic Selling Book Summary : This edition helps the reader learn how to: identify the four real decision makers in a corporate labyrinth; prevent sabotage by an internal deal-killer; make a senior executive eager to meet; avoid closing a poor deal; and avoid the most common error when dealing with the competition.

📒The New Conceptual Selling ✍ Stephen E. Heiman

The New Conceptual Selling PDF
✏Book Title : The New Conceptual Selling
✏Author : Stephen E. Heiman
✏Publisher : Grand Central Pub
✏Release Date : 1999
✏Pages : 374
✏ISBN : 0446674494
✏Available Language : English, Spanish, And French

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✏The New Conceptual Selling Book Summary : A tested, step-by-step, reliable system for managing sales after an initial visit, this handbook shows how to get a commitment on every call.

Mastering The Complex Sale PDF
✏Book Title : Mastering the Complex Sale
✏Author : Jeff Thull
✏Publisher : John Wiley and Sons
✏Release Date : 2010-03-10
✏Pages : 304
✏ISBN : 0470632593
✏Available Language : English, Spanish, And French

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✏Mastering the Complex Sale Book Summary : Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation