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

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 Most Effective and Proven Method for Face-to-Face Sales Planning
• The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers
• SPIN Selling
• The Challenger Sale: Taking Control of the Customer Conversation
• To Sell Is Human: The Surprising Truth About Moving Others
• Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale.
• The Challenger Sale: Taking Control of the Customer Conversation
• Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team
• HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)
• The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies