The New Strategic Selling

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In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process", Strategic Sellingo presented the idea of selling as a joint venture and introduced the decade?s most influential concept, Win-Win. The response to Win-Win that created Strategic Sellingo, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling is the latest edition of the business classic and confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop. Learn how to: Identity the four real decision makers in every corporate labyrinth; Prevent sabotage by a internal deal-killer; Make a senior executive eager to see you; Avoid deciding to close business and regretting it later; Manage a territory to provide steady, not "boom and bust" revenue; Avoid the single most common error when dealing with the competition. About The Author Robert B Miller was vice-president and general manager for North American operations at Kepner-Tregoe, Inc. Stephen E Heiman retired in 1988 as MHI president and CEO; he then served as the company?s chairman of the board. Tad Tuleja, Miller Heiman, Inc?s staff writer, has co-written fiveMHI books. Table of Contents Part 1 Strategic selling Successful selling in a world of constant change Strategy and tactics defined Your starting point: position A glance at the strategy blueprint: the six key elements of Strategic Selling Part 2 Building on bedrock: laying the foundation of strategic analysis Key element 1: buying influences Key element 2: red flags/leverage from strength Buyer level of receptivity Key element 3: the four response modes The importance of winning Key element 4: win-results Part 3 Common problems, uncommon solutions Getting to the economic buying influence: strategies and tactics The coach: developing your prime information resource What about the competition? Part 4 Strategy and territory: focusing on your win-win customers Key element 5: ideal customer Your ideal customer profile: demographics and psycho graphics Part 5 Strategy and territory: managing your selling time Of time, territory and money Key element 6: the sales funnel Priorities and allocation: working the funnel Part 6 From analysis to action Your action plan Strategy when you have no time Strategic Selling:a lifetimeapproach After 25 years: responding to our clients' most challenging questions