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The New Strategic Selling

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

by Robert B. Miller,Stephen E. Heiman,Tad Tuleja

  • Publisher : Hachette UK
  • Release : 2008-11-16
  • Pages : 448
  • ISBN : 0446548782
  • Language : En, Es, Fr & De
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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 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 New Strategic Selling
The Unique Sales System Proven Successful by the World's Best Companies

by Robert B. Miller,Stephen E. Heiman,Tad Tuleja

  • Publisher : Grand Central Publishing
  • Release : 2005-04-20
  • Pages : 448
  • ISBN : 9780446695190
  • Language : En, Es, Fr & De
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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 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.

The New Conceptual Selling

The New Conceptual Selling
A Book

by Stephen E. Heiman,Diane Sanchez,Robert B. Miller,Tad Tuleja

  • Publisher : Taylor & Francis US
  • Release : 2004
  • Pages : 258
  • ISBN : 9780749441319
  • Language : En, Es, Fr & De
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"Conceptual Selling" is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. This edition is based on the Miller Heiman training programme. The process is non-manipulative and puts the emphasis on the customer's needs by careful planning and preparation.;The book guides the reader through the key stages in the process: understanding why people buy; gatering customer information; getting to win-win; getting started - the sales call; evaluation; how to sell; and beyond the close.

The New Conceptual Selling

The New Conceptual Selling
A Book

by Robert B. Miller,Stephen E. Heiman,Tad Tuleja

  • Publisher : Unknown Publisher
  • Release : 2011
  • Pages : 226
  • ISBN : 9780749462918
  • Language : En, Es, Fr & De
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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 Strategic Selling

The New Strategic Selling
The Unique Sales System Proven Successful by the World's Best Companies : Revised and Updated for the 21st Century

by Stephen E. Heiman,Diane Sanchez,Tad Tuleja

  • Publisher : Unknown Publisher
  • Release : 1998
  • Pages : 306
  • ISBN : 9780749428334
  • Language : En, Es, Fr & De
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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 Successful Large Account Management

The New Successful Large Account Management
How to Hold Onto Your Most Important Customers and Turn Them Into Long-term Assets

by Robert B. Miller,Stephen E. Heiman,Tad Tuleja

  • Publisher : Kogan Page Publishers
  • Release : 2006
  • Pages : 224
  • ISBN : 9780749445010
  • Language : En, Es, Fr & De
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"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships." - Damon Jones, COO, Miller Heiman, Inc. "The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company." - Joseph L Cash, senior vice president of sales, Equifax Corporation "Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results." - Paul Wichman, vice president and senior division sales manager, Schwab Institution 'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.

The 5 Paths to Persuasion

The 5 Paths to Persuasion
The Art of Selling Your Message

by Robert B. Miller,Alden M. Hayashi,Gary A. Williams

  • Publisher : Kogan Page Publishers
  • Release : 2007-05
  • Pages : 240
  • ISBN : 9780749449940
  • Language : En, Es, Fr & De
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To succeed in today's business world of tough and fast decision-makers, how a statement is made can be more important than what it says. Even the best ideas face resistance and rejection, as all too often people make the mistake of focusing solely on the content of their proposal and giving little thought to the way they will deliver it. In a two-year survey, customer research experts Miller and Williams studied 1,700 executives and discovered that good ideas are not enough; to make any sort of impact they must be delivered effectively. They reveal the five different types of decision maker, including Charismatics, Thinkers, Sceptics, Followers, and Controllers and show how to best sell ideas to each. Whether it be a proposal or a business plan, The 5 Paths to Persuasion unlocks the secrets of persuasion necessary to present any kind of idea successfully.

Disruptive Selling

Disruptive Selling
A New Strategic Approach to Sales, Marketing and Customer Service

by Patrick Maes

  • Publisher : Kogan Page Publishers
  • Release : 2018-04-03
  • Pages : 232
  • ISBN : 0749482354
  • Language : En, Es, Fr & De
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The heyday of the classic sales force is over. Customers lead mobile and online lives, and successful companies use disruptive concepts to engage with the digitally empowered consumer. Disruptive Selling helps companies transform themselves to the new age of selling by matching supply to demand in an innovative way. Successful disruptive selling concepts must be based on the right combination of a series of factors, including an understanding of what motivates customers' corresponding value propositions, appropriate organizational structures, and the right overarching business culture. Disruptive Selling demystifies all of this, and more. Featuring case studies and examples from disruptive organizations such as AirBnB, Zalando and Bol.com, this book will empower readers to look critically at their organizations and commercial interaction models, and begin their own disruptive selling journeys. It contains a carefully researched, clearly explained framework to disruptive selling, and practical guidelines that will allow readers to get started immediately. Regardless of industry, sector or company-size, Disruptive Selling is the ultimate guide to remaining competitive and adaptive in a continually changing world.

Successful Large Account Management

Successful Large Account Management
How to Hold on to Your Most Important Customers and Turn Them Into Long-term Assets

by Robert Bruce Miller,Stephen E. Heiman

  • Publisher : Kogan Page Publishers
  • Release : 2004
  • Pages : 204
  • ISBN : 9780749441326
  • Language : En, Es, Fr & De
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Praise and Reviews 'We are now in the account knowledge era! The LAMP® process helps us to recognise it - and that's the start.' Brian Cates, former Senior Sales Training Consultant, Digital Equipment of Canada Ltd 'LAMP® provides a methodology that allows us to identify and manage clients more effectively.' Tom Beyer, former Vice Chairman Management Consulting Services, PricewaterhouseCoopers The book that shows how to keep your most important customers... Whatever your company's sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? Successful Large Account Management will show you how. The authors of the best-selling books, The New Strategic Selling and The New Conceptual Selling, have now put together a hard-hitting, no-nonsense book describing the unique process that will help to improve your most important business relationships. By following their clearly defined and dynamic approach to the account planning process, you will learn how to: devise a strategic action plan for managing your key accounts; manage them effectively and profitably; build long-term relationships with clients; improve competitive positions in important accounts; move your relationship up the buy-sell hierarchy. Whatever business you're in, whatever its size, Successful Large Account Management shows you how to protect those crucial accounts that you can't afford to lose. The Miller Heiman Large Account Management Programme (LAMP)® is used successfully by some of the world's largest companies.

Sales, What a Concept!: A Guidebook for Sales Process Performance Improvement

Sales, What a Concept!: A Guidebook for Sales Process Performance Improvement
A Book

by Henry C. (Sandy) Waters III

  • Publisher : Lulu Press, Inc
  • Release : 2013-03-15
  • Pages : 329
  • ISBN : 1105467473
  • Language : En, Es, Fr & De
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Improve sales performance by developing a clear understanding of your sales systems and the sales processes that impact selling and buying of your product, service or solution. Understand how to improve results, assess what works and what does not work in your organization and implement changes resulting from analyzing your processes. Any organization benefits from reviewing the concepts presented, performing the exercises using the templates and activities supplied in the workbook. Understanding your sales system and the selling and buying processes will enhance your ability to win more business. You will learn new ways to assess your competition and to develop strategies and tactics that differentiate your company from the competitors. You will learn the importance of aligning the business, marketing, sales and operational support plans to improve responsiveness, reduce costs, manage to metrics more effectively and with fewer communication problems. Learn a new view on improving customer perspectives.

Sales Management

Sales Management
A Book

by Douglas J. Dalrymple,William L. Cron,Thomas E. DeCarlo

  • Publisher : John Wiley & Sons Incorporated
  • Release : 2004
  • Pages : 601
  • ISBN : 9876543210XXX
  • Language : En, Es, Fr & De
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Through seven editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. This book places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Cross-selling Success

Cross-selling Success
A Rainmaker's Guide to Professional Account Development

by Ford Harding

  • Publisher : Unknown Publisher
  • Release : 2002
  • Pages : 230
  • ISBN : 9781580627054
  • Language : En, Es, Fr & De
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Cites strategies for extending services and attracting new clients by using an original service as a flagship to sell others, offering strategies in the areas of working with accounts in different divisions or locations, handling multiple services, and cross-selling. Original.

Selling Today

Selling Today
Creating Customer Value

by Gerald L. Manning,Barry L. Reece

  • Publisher : Unknown Publisher
  • Release : 2007
  • Pages : 554
  • ISBN : 9780132272599
  • Language : En, Es, Fr & De
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"Selling Today: Creating Customer Value, one of the most popular sales information books on the market, offers readers a blend of time-proven fundamentals and new practices needed to succeed in today's information economy. It emphasizes the need for salespeople to be guided by the new principle of personal selling: establishing partnerships that are maintained by customer value, created by the salesperson. This edition stresses the need for sales professionals to cope with new forces shaping the world of sales and marketing, and emphasizes the strategies for long-term success. It provides comprehensive coverage of consultative selling, strategic selling, partnering, and value-added selling. Sales force automation is also a major theme. For sales and marketing professionals."--Product description.

American Book Publishing Record

American Book Publishing Record
A Book

by Anonim

  • Publisher : Unknown Publisher
  • Release : 2003
  • Pages : 329
  • ISBN : 9876543210XXX
  • Language : En, Es, Fr & De
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Selling

Selling
A Book

by Kenneth L. Lloyd,Gloria B. Anderson

  • Publisher : Dk Pub
  • Release : 2001
  • Pages : 352
  • ISBN : 9780789472021
  • Language : En, Es, Fr & De
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Featuring full-color photos and illustrations, expertly written text, and helpful diagrams and charts, this new title shows how to master the art of professional sales negotiations and techniques.

Business India

Business India
A Book

by Anonim

  • Publisher : Unknown Publisher
  • Release : 2003
  • Pages : 329
  • ISBN : 9876543210XXX
  • Language : En, Es, Fr & De
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The Death of 20th Century Selling

The Death of 20th Century Selling
50 Hilarious Sales Blunders and How You Can Profit from Them

by Dan Seidman

  • Publisher : Sales Autopsy, Incorporated
  • Release : 2002
  • Pages : 205
  • ISBN : 9780971291102
  • Language : En, Es, Fr & De
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One of the country's top sales coaches shares some of his best stories out of over 500 collected during 15+ years of sales training, managment, and selling. This text is endorsed by Brian Tracy, Seth Godin, Jeffrey Gitomer, and the top three sales training organizations in the U.S.

Revenue Rocket

Revenue Rocket
New Strategies for Selling with Partners

by John Addison

  • Publisher : ProStar Publications
  • Release : 2003-04
  • Pages : 262
  • ISBN : 9781577853893
  • Language : En, Es, Fr & De
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Revenue Rocket unveils 15 strategies for market leadership, partner excellence, and sales leverage. With real-life success stories, executives, marketing, and sales professionals will learn how to inspire partners to achieve record sales. Compel partners to make you #1. Accelerate growth with each new product launch. Avoid 10 critical mistakes with partners. Improve partner relationships and reduce conflict. Solve customer problems by working with strategic allies. Revenue Rocket shows how great companies sell with partners. John Addison, as president of OPTIMARK, has devoted the last 10 years to helping corporations improve their sales channel strategy and achieve partner excellence. Mr. Addison's workshops and speeches are popular in the Americas, Europe and Asia. Prior to consulting and workshops, Mr. Addison was an area channel manager for Sun Microsystems. In 3 years he led a sales team to 300% annual growth from $4 million to $110 million annual revenue.

Critical Resource Management

Critical Resource Management
A Control Perspective

by Fred A. Jacobs,Larry H. Beard

  • Publisher : Georgia State University Press
  • Release : 1993
  • Pages : 357
  • ISBN : 9876543210XXX
  • Language : En, Es, Fr & De
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Intended to help entrepreneurs, managers, and businesses look beyond traditional financial statements and, instead, focus their attention on newer and more relevant concepts of critical resources.

Exploring Information Systems Research Approaches

Exploring Information Systems Research Approaches
Readings and Reflections

by Robert Galliers,M. Lynne Markus,Susan Newell

  • Publisher : Unknown Publisher
  • Release : 2007
  • Pages : 453
  • ISBN : 9876543210XXX
  • Language : En, Es, Fr & De
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Exploring Information Systems Research Approaches is intended for supervisors and research students in the information systems and related fields. This collection of thought-provoking articles, arranged in sections that reflect the broadening nature of the field, provides examples of a range of research approaches. This book focuses on different research approaches - their strengths, limitations, and the conclusions which can be drawn from them - and explores the impact of information and communication technologies on groups, on organizations, between organizations, on markets, and on society worldwide. The articles selected have been chosen to represent an approach to research, or an alternative design within an approach (e.g., single case versus multiple cases; survey within industry versus survey across industries). Each section is preceded by an editorial introduction that places the chosen articles in context of other, similar research, and provides a summary of the articles in terms of the: research method employed focus and perspective of the research technology being employed findings and overall contribution of the work. Each introduction also highlights various issues and factors that the reader should consider when studying each of the articles in the section and includes ideas for further reading and discussion questions suitable for doctoral research seminars.