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Type of bind: Paperback
Dewey Decimal Number: 381
EAN num: 9780446695190
ISBN number: 044669519X
Label: Business Plus
Manufacturer: Business Plus
Quantity: 1
Page Count: 448
Printing Date: April 20, 2005
Publishing house: Business Plus
Sale Popularity Level: 9743
Studio: Business Plus
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Product Description:
The Unique Sales System Proven Successful by the Worlds Best Companies Now updated and revised for a new century of sales success, this new edition of the business classic confronts the quickly 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 youll later regret How to manage a territory to provide steady, not boom and bust, revenue
User popularity level:
Rated by buyers 
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This book, together with "The New Conceptual Selling" should be mandatory for any sales person. It introduces among other things, the concept of the Sales Funnel and of Win Results. If you are interested in repeat business and customer referrals you will not want to miss this book. Highly recommended!
Rated by buyers 
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The main gripe I have with this book is that the authors are still selling it in the body of the book - well after I've already purchased it! I suppose it's to be expected, they are in sales after all...
Even so, it is a good baseline method for anyone that is involved in selling where there is or will be a long term relationship to manage. It draws on principles from other fields such as change management - and while it isn't new to learn that you need to identify your influencers, and that you need to show them the "win" that they will achieve by backing you - it is it is good to be reminded of this and the other tenets that are laid out in this book.
Overall, a good purchase
Rated by buyers -
I am a Regional Sales Manager for a medical device company, and this book is extremely helpful for anyone who is selling into a complex environment. It gives very useful tips on how to identify exactly where you stand with an account, who's who in an account, and how to cover all of your bases so you don't get torpedo'd by someone who you never even knew was involved in the sale in the very first place. I bought copies for all of our outside field reps as well.
Rated by buyers -
This book is still one of the best. I recommend it to all the executives and companies I work with in turnarounding sales organizations and sales people who are struggling in the "strategy" of the deal.
It is a GREAT framework for working a complex sale whether you are selling professional services, or a complex, large scale solution.
It is not written and designed for anyone who is selling B2C or selling retail goods. There is no "10 steps to closing the deal" - it's about professional selling.
Best of luck - JosephBMurphy.com
Rated by buyers -
Just when you thought you couldn't improve a masterpiece, Miller Heiman releases an improved version of Strategic Selling. It's a must read!
Lee B. Salz... author of Soar Despite Your Dodo Sales Manager
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