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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies Paperback – Illustrated, April 20, 2005

by Robert B. Miller (Author, Contributor), Stephen E. Heiman (Author), Tad Tuleja (Author),

4.4 718 ratings

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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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Product details

Publisher ‏ : ‎ Grand Central Publishing; Revised edition (April 20, 2005)
Language ‏ : ‎ English
Paperback ‏ : ‎ 448 pages
ISBN-10 ‏ : ‎ 044669519X
ISBN-13 ‏ : ‎ 978-0446695190
Item Weight ‏ : ‎ 2.31 pounds
Dimensions ‏ : ‎ 5.3 x 1.4 x 8.05 inches

Best Sellers Rank: #16,629 in Books (See Top 100 in Books)
- #23 in Advertising (Books)
- #61 in Sales & Selling (Books)

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4.4 718 ratings

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Tad Tuleja
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Stephen E. Heiman
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Diane Sanchez
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Robert B. Miller
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Robert B. Miller brings over forty years of experience in sales, consulting, and executive management to help clients succeed in the sales arena.
As a recognized expert in complex sales management, he is the co-author of four best-selling business books: Strategic Selling® (1985), Conceptual Selling® (1987), and Successful Large Account Management® (1991), and The 5 Paths to Persuasion® (2004), all of which have been translated into many different languages.
A successful entrepreneur, Bob developed the Strategic Selling® program in the mid-1970s that he later incorporated into Miller Heiman. Today that company is the world’s largest and best-known sales performance organization, conducting programs around the world to thousands of sales professionals. While he divested his ownership interest in 1986, he continues to work full-time with Miller Heiman today in a consulting and advisory capacity, focusing primarily upon writing, product development, and worldwide customer support.
He has conducted hundreds of executive level seminars worldwide and has lectured at the European Management Symposium in Davos, Switzerland and at the U.S. Air War College in Montgomery, AL.
Miller holds undergraduate and graduate degrees from Stanford University. He served as a gunnery officer in the U.S. Navy during the Korean conflict. He lives in San Diego, CA.
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Chicagoist

this is a great book for sales professionals at all stages in their ...

Reviewed in the United States on November 23, 2015

Verified Purchase

Clear. concise, and very practical, this is a great book for sales professionals at all stages in their careers. The book presents strategic selling logically and explains basic tools and tactics to implement strategic selling in your organization or your person sales approach. It would be useful as assigned reading as part of a training program and as a desk reference for people in the process of selling and trying to understand specific challenges or obstacles. V

One person found this helpful

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Rudolfo R Cifolelli

A must-read for all sales professionals of complex sales

Reviewed in the United States on March 9, 2022

Verified Purchase

This is the fourth time I’ve read this book … First time in digital form.
I strongly recommend this to all sales professionals. It’s the framework for success.

Reviewed in the United States on March 14, 2021

Verified Purchase

Though I can't disagree with the principles in the book, as a professional Sales Person for nearly 30 years now, it's unlikely that you'll turn over every rock in an organization to unearth the information required by MH.

I understand that's the goal, however I can see where trying to find every last detail that would fill out a blue sheet could actually slow your advancement in an account...especially if it's a new, prospective account.

Many of the principles are undeniable, however these are ones you learn regardless in your career just by virtue of being in sales, specifically complex sales.

I think it's a solid read for anyone in sales, at any level. However, I think it's best for someone new to sales.

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Jeff Simmons

Required Reading for B2B Sales & Account-Based Marketing

Reviewed in the United States on July 19, 2017

Verified Purchase

One of the most important books ever written on the subject of B2B complex sales.

Back in the late 90's we used this book as the foundation for a Strategic Selling System at a $500 million dollar chemical company, and it was a game-changer.

One of the biggest problems in B2B sales is either (a) selling to the wrong type of customer or (b) selling to the wrong people within the account.

This book tackles these issues head on.

Chapters 5 - 10: The best description ever written about how to successfully navigate the complex sale. Specifically, how to identify the four key buying influences, understand their receptivity to change, and create win-win deals.

Chapters 14-15: How to avoid wasting time with low-quality prospects and focus on ideal, best-fit customers.

Chapters 17-18: How to use the sales funnel to prioritize work, move deals forward at a steady, predictable rate, and avoid the roller coaster effect.

Bottom line is, if you sell products, services or software to other businesses --- or manage and support others who do --- this is required reading.

If you're involved in account-based marketing, it's double-required.

6 people found this helpful

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Kish

Great content, awful Kindle conversion

Reviewed in the United States on December 13, 2011

Verified Purchase

I'm 50% through this really helpful business book which I'm reading on my Kindle. But I seriously need to complain that whomever did the conversion to the Kindle version was super sloppy and unprofessional. There are typos all over the place, words are wrong because of the spelling, inappropriate punctuation comes up -- I just found a question mark in the middle of a word replacing an "i" in the word "timidity"! And the graphics for the charts look like they were scanned in from a 10 year old copier with dirty glass. Seriously, they are just line graphs, how much time would it have taken to scan clean images for a business book?

It's gotten to the point where it's distracting from the book content and I'm irritated to read it. For a company who's philosophy is based on giving their customers a Win/Result, this is a bad example. Read the hard copy instead.

7 people found this helpful

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Tom Carroll

Still the Greatest Book on Sales Strategy

Reviewed in the United States on June 12, 2020

Verified Purchase

The Miller Heiman Strategic Selling process is timeless. As a young sales rep in the late 90's, I was sent to Miller Heiman training by my company (TMP Worldwide) and benefited from it greatly. I am now training my own company (sales reps, account managers and product teams) on the Strategic Selling process. It gives everyone in our ad agency an understanding of our prospective and current accounts as they relate to a single sales objective. It also gives us a common language to use when discussing these accounts. I am enjoying passing on the wisdom of this system.

4 people found this helpful

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Charles

If you are in B to B sales, this is the book you hoped for...

Reviewed in the United States on April 2, 2012

Verified Purchase

I recently purchased this book due to a recommendation from a colleague. I've been in Real Estate Sales for 15 years and always thought of myself as a (very) good salesperson, but got into B to B sales five years ago and wanted to prepare myself to take my business to the next level.

Well, I've been really busy and only to chapter 5 but I can assure you this is the book you hoped to find. My mind has been opened to the dynamics behind corporate sales and decision making. Not that I (or you) don't know it already in concept, but the methodology in this book provides a framework from which you can create predictable, repeatable results. I wish I could download it into my head "Matrix" style, looking forward to finishing this book!

One person found this helpful

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Enio Danzmann

The bible of serious sales

Reviewed in Brazil on January 31, 2021

Verified Purchase

In 1994 I did the Strategic Selling training, by HP. It was the best sales training I've ever done! It teaches us how to manage clients and complex negotiations. Now, 25 years later, I am revisiting the updated concepts in this third edition of 2011. "Whatever got you where you are today is no longer sufficient to keep you there."