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.
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.
