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.
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