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The New Strategic Selling

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The New Strategic Selling

The New Strategic Selling Book
Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Hachette UK
Release : 2008-11-16
ISBN : 0446548782
Language : En, Es, Fr & De

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Book Description :

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 Conceptual Selling

The New Conceptual Selling Book
Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Unknown
Release : 2011
ISBN : 9780749462918
Language : En, Es, Fr & De

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Book Description :

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

The New Conceptual Selling Book
Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Business Plus
Release : 2005-04-20
ISBN : 9780446695183
Language : En, Es, Fr & De

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Book Description :

The Book That Changed The Way America Does Business In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever before. The New Conceptual Selling Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn: * How to identify your customer's real needs and use listening as a powerful selling tool * How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful * How to earn and maintain your credibility-by creating a pattern of Win-Win sales * How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make.

The New Conceptual Selling

The New Conceptual Selling Book
Author : Stephen E. Heiman,Diane Sanchez,Robert B. Miller,Tad Tuleja
Publisher : Kogan Page Publishers
Release : 2004
ISBN : 9780749441319
Language : En, Es, Fr & De

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Book Description :

"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.

The 5 Paths to Persuasion

The 5 Paths to Persuasion Book
Author : Robert B. Miller,Gary A. Williams,Alden M. Hayashi
Publisher : Kogan Page Publishers
Release : 2007-05
ISBN : 9780749449940
Language : En, Es, Fr & De

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Book Description :

Identifying five types of executive decision makers, this title suggests approaches for catering a sales presentation that will appeal to charismatics, thinkers, sceptics, followers, and controllers. The method centres on the observation that different types of executives prefer to hear and see specific types of information.

The New Successful Large Account Management

The New Successful Large Account Management Book
Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Kogan Page Publishers
Release : 2006
ISBN : 9780749445010
Language : En, Es, Fr & De

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Book Description :

"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 New Strategic Selling

The New Strategic Selling Book
Author : Stephen E. Heiman
Publisher : Unknown
Release : 2003
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download The New Strategic Selling book written by Stephen E. Heiman, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

Epz New Strategic Selling

Epz New Strategic Selling Book
Author : Miller Heiman Staff,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
Publisher : Unknown
Release : 2005-02-01
ISBN : 9780749442361
Language : En, Es, Fr & De

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Book Description :

Download Epz New Strategic Selling book written by Miller Heiman Staff,Stephen E. Heiman,Diane Sanchez,Tad Tuleja, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

The New Successful Large Account Management

The New Successful Large Account Management Book
Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Release : 2005-04-20
ISBN : 9780446694667
Language : En, Es, Fr & De

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Book Description :

For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in "real time." Discover: * The Long View: Studying and really understanding your company-and your customer's business-can mean years of selling success * "Lamp" Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent "external assets" * Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever * Channels of Communication: The right contacts and communication lines will help you make key changes-before it's too late!

The New Strategic Selling

The New Strategic Selling Book
Author : Anonim
Publisher : Unknown
Release : 2018
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download The New Strategic Selling book written by , available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

New Strategic Selling

New Strategic Selling Book
Author : Stephen E. Heiman,Diane Sanchez
Publisher : Warner Books (NY)
Release : 2014-07-02
ISBN : 9780446599757
Language : En, Es, Fr & De

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Book Description :

By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.

Sales What a Concept A Guidebook for Sales Process Performance Improvement

Sales  What a Concept   A Guidebook for Sales Process Performance Improvement Book
Author : Henry C. (Sandy) Waters III
Publisher : Lulu Press, Inc
Release : 2013-03-15
ISBN : 1105467473
Language : En, Es, Fr & De

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Book Description :

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.

The New Successful Large Account Management

The New Successful Large Account Management Book
Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Unknown
Release : 2011
ISBN : 9780749462901
Language : En, Es, Fr & De

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Book Description :

Whatever a company's sales revenue, chances are that a majority comes from a few crucial accounts. The New Successful Large Account Management, ideal for sales directors, managers and executives, shows businesses how to protect and develop those critical accounts they can't afford to lose. Based on the proven Miller Heiman Large Account Management Process, which is used successfully by some of the world's largest companies, it is crammed with examples of real success stories and proven strategies to keep customers coming back. By following the clearly defined and dynamic approach to the account planning process, readers will close more business and introduce winning sales systems into their organization.

Disruptive Selling

Disruptive Selling Book
Author : Patrick Maes
Publisher : Kogan Page Publishers
Release : 2018-04-03
ISBN : 0749482354
Language : En, Es, Fr & De

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Book Description :

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.

Marketing Communication and Promotion

Marketing Communication and Promotion Book
Author : William G. Nickels
Publisher : Unknown
Release : 1980
ISBN : 0987650XXX
Language : En, Es, Fr & De

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Book Description :

Download Marketing Communication and Promotion book written by William G. Nickels, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

Successful Large Account Management

Successful Large Account Management Book
Author : Robert Bruce Miller,Stephen E. Heiman
Publisher : Kogan Page Publishers
Release : 2004
ISBN : 9780749441326
Language : En, Es, Fr & De

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Book Description :

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.

Celebrate Selling

Celebrate Selling Book
Author : Rick Crandall
Publisher : Unknown
Release : 1998
ISBN : 9781890777043
Language : En, Es, Fr & De

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Book Description :

Good sales is much closer to customer service than persuasion. The relationship oriented consultative seller helps clients better meet their needs. "Celebrate Selling The Relationship-Consultative Way" brings you 10 experts from around North America who will show you how to build relationships in sales while acting as a consultant, rather than a vendor.

Strategic Selling and the Human Factor

Strategic Selling and the Human Factor Book
Author : Marc MIEGEVILLE
Publisher : Unknown
Release : 2019-11-26
ISBN : 9781711719221
Language : En, Es, Fr & De

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Book Description :

The first bartering was the first win-win deal between two individuals both smart enough to perceive their own interest in this new mode of transaction. The Human Factor was and is still essential in today complex project strategies . The book is a great sales and bid management toolbox drawn from real life experiences . It starts with recommendations on the selection of your targeted projects and help you go through the various phases of customer contacts during the life of a project . The listening and understanding of your customer needs is highlighted as fundamental and is the basis of your sales strategy . It also shows through real life stories telling how much team work with your own internal organization is important and how much care for the Human Factor , for people is mandatory. The tender documents and final bid response are seen as continuing step of the overall strategy. Emphasis and guidelines for creative thinking are given until the last phase of negotiation and contract award.

MCSE Windows 2000 Directory Services Design

MCSE Windows 2000 Directory Services Design Book
Author : Scott E. Archer
Publisher : New Riders Pub
Release : 2000
ISBN : 9780735709836
Language : En, Es, Fr & De

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Book Description :

Active Directory changes the way that professionals using Windows 2000 organize and access information. Designing the directory services infrastructure is one of the key skills all certification candidates must master. This book/CD-ROM set helps readers prep for the actual exam experience with emphasis given on hands-on knowledge and practice exams.

Hope Is Not a Strategy The 6 Keys to Winning the Complex Sale The 6 Keys to Winning the Complex Sale

Hope Is Not a Strategy  The 6 Keys to Winning the Complex Sale   The 6 Keys to Winning the Complex Sale Book
Author : Rick Page
Publisher : McGraw Hill Professional
Release : 2003-03-24
ISBN : 0071418717
Language : En, Es, Fr & De

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Book Description :

"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process