The new strategic selling : the unique sales system proven successful by the world's best companies, revised and updated for the 21st century

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.