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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 : 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 : 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 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 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 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 : 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.

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 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.

The 5 Paths to Persuasion

The 5 Paths to Persuasion Book
Author : Robert B. Miller,Alden M. Hayashi,Gary A. Williams
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.

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.

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.

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.

Media Selling

Media Selling Book
Author : Charles Warner
Publisher : John Wiley & Sons
Release : 2011-08-26
ISBN : 1444359274
Language : En, Es, Fr & De

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Book Description :

This newly revised and updated edition of Media Selling addresses the significant changes that have taken place in media industries over the last few years, while continuing as a seminal resource for information on media sales. A classic in this field, this book has long served students and professionals in broadcasting and media industries as an indispensable tool for learning, training, and mastering sales techniques for electronic media Addresses the unprecedented consolidation and sweeping change faced by media industries in recent years, and now features greatly expanded coverage of the Internet, including video streaming and the impact of social network sites Covers a broad span of media industries and issues, including: electronic media, newspapers, magazines, outdoor/billboard promotion, sales ethics, emotional intelligence, and interactive media selling Fully updated to include much greater focus on national and international media sales issues, as well as expanded coverage of network-level selling, product placement, sales promotion use of market data

The Four Steps to the Epiphany

The Four Steps to the Epiphany Book
Author : Steve Blank
Publisher : John Wiley & Sons
Release : 2020-03-17
ISBN : 1119690285
Language : En, Es, Fr & De

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Book Description :

The bestselling classic that launched 10,000 startups and new corporate ventures - The Four Steps to the Epiphany is one of the most influential and practical business books of all time. The Four Steps to the Epiphany launched the Lean Startup approach to new ventures. It was the first book to offer that startups are not smaller versions of large companies and that new ventures are different than existing ones. Startups search for business models while existing companies execute them. The book offers the practical and proven four-step Customer Development process for search and offers insight into what makes some startups successful and leaves others selling off their furniture. Rather than blindly execute a plan, The Four Steps helps uncover flaws in product and business plans and correct them before they become costly. Rapid iteration, customer feedback, testing your assumptions are all explained in this book. Packed with concrete examples of what to do, how to do it and when to do it, the book will leave you with new skills to organize sales, marketing and your business for success. If your organization is starting a new venture, and you're thinking how to successfully organize sales, marketing and business development you need The Four Steps to the Epiphany. Essential reading for anyone starting something new. The Four Steps to the Epiphany was originally published by K&S Ranch Publishing Inc. and is now available from Wiley. The cover, design, and content are the same as the prior release and should not be considered a new or updated product.

Selling with Soul

Selling with Soul Book
Author : Sharon V. Parker
Publisher : iUniverse
Release : 2012-02-24
ISBN : 9781469753294
Language : En, Es, Fr & De

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Book Description :

The ability to sell yourself and your ideas may be the most essential skill for achieving business success. Even so, society demeans selling and salespeople, perpetuating stereotypes that make us cringe. In Selling with Soul, author Sharon V. Parker attacks those attitudes head-on and explodes the myths about salespeople being unprofessional and driven by self-interest. Selling with Soul counters many of the negative notions of selling by explaining why it is an honorable profession that creates value for all when it is done with empathy for the customer and a firm commitment to principles. Parker helps you learn the skills and attitudes that result in successful sales careers, and she shares the lessons that can result in a successful, balanced lifelessons she learned during a twenty-six-year career in sales. In this, the second version of Selling with Soul, Parker includes a review of sales basics, updated with how people buy today. She also shares ideas for finding and keeping new business, and she presents lessons in the soft skills so essential to selling with integrity and empathy: listening, conflict resolution, understanding personal styles, dealing with temptations and compromise, and creating a life consistent with your values. Selling with Soul helps heal the split between job and spirit. It shows how problem-solving, creating value, and treating others with empathy and integrity are the keys to sellingand livingwith soul.

The New Strategic Thinking

The New Strategic Thinking Book
Author : Michel Robert
Publisher : McGraw Hill Professional
Release : 2005-08-10
ISBN : 0071785752
Language : En, Es, Fr & De

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Book Description :

Bestselling author Michel Robert gives you his trademark pure and simple rules for developing solid business strategies In this anticipated follow-up to his previous bestsellers, management expert Michel Robert unveils his practical and proven methodology for you to plan and implement effective corporate strategies. Featuring a detailed explanation of how Robert used his approach to turn around Caterpillar as well as case studies of leading companies that utilize Robert’s method, The New Strategic Thinking shows you how to assemble a strategy team, identify your company’s driving force, determine the focus of the strategy (product, customer, or market), and launch initiatives company wide.

SNAP Selling

SNAP Selling Book
Author : Jill Konrath
Publisher : Penguin
Release : 2010-05-27
ISBN : 1101432950
Language : En, Es, Fr & De

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Book Description :

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.