The New Strategic Selling

The New Strategic Selling
Author: Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publsiher: Grand Central Publishing
Total Pages: 448
Release: 2008-11-16
ISBN 10: 9780446548786
ISBN 13: 0446548782
Language: EN, FR, DE, ES & NL

The New Strategic Selling Book Review:

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.

Strategic Selling

Strategic Selling
Author: Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publsiher: Grand Central Publishing
Total Pages: 319
Release: 1985
ISBN 10: 9780446386272
ISBN 13: 0446386278
Language: EN, FR, DE, ES & NL

Strategic Selling Book Review:

The New Strategic Selling

The New Strategic Selling
Author: Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publsiher: Grand Central Publishing
Total Pages: 448
Release: 2005-04-20
ISBN 10: 9780446695190
ISBN 13: 044669519X
Language: EN, FR, DE, ES & NL

The New Strategic Selling Book Review:

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.

Strategic Selling

Strategic Selling
Author: Robert B. Miller
Publsiher: Unknown
Total Pages: 317
Release: 1985
ISBN 10: 1928374650XXX
ISBN 13: OCLC:1109558601
Language: EN, FR, DE, ES & NL

Strategic Selling Book Review:

Successful Large Account Management

Successful Large Account Management
Author: Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publsiher: Unknown
Total Pages: 224
Release: 1991
ISBN 10: 9780749414047
ISBN 13: 0749414049
Language: EN, FR, DE, ES & NL

Successful Large Account Management Book Review:

Designed to provide salespeople with a clearly defined approach to the account planning process, which will benefit their effective management of key customers. The ideas put forward in the text are based on the authors' sales training programme LAMP (Large Account Management Programme). The reader is taught how to implement an action plan for the management of a key account, how to manage limited resources, how to build long-term relationships with clients and how to identify the right contacts and activate proper channels of communication.

Disruptive Selling

Disruptive Selling
Author: Patrick Maes
Publsiher: Kogan Page Publishers
Total Pages: 232
Release: 2018-04-03
ISBN 10: 0749482354
ISBN 13: 9780749482350
Language: EN, FR, DE, ES & NL

Disruptive Selling Book Review:

The heyday of the classic sales force is over. Customers lead mobile and online lives, and successful companies use disruptive concepts to engage with the digitally empowered consumer. Disruptive Selling helps companies transform themselves to the new age of selling by matching supply to demand in an innovative way. Successful disruptive selling concepts must be based on the right combination of a series of factors, including an understanding of what motivates customers' corresponding value propositions, appropriate organizational structures, and the right overarching business culture. Disruptive Selling demystifies all of this, and more. Featuring case studies and examples from disruptive organizations such as AirBnB, Zalando and Bol.com, this book will empower readers to look critically at their organizations and commercial interaction models, and begin their own disruptive selling journeys. It contains a carefully researched, clearly explained framework to disruptive selling, and practical guidelines that will allow readers to get started immediately. Regardless of industry, sector or company-size, Disruptive Selling is the ultimate guide to remaining competitive and adaptive in a continually changing world.

SPIN Selling

SPIN    Selling
Author: Neil Rackham
Publsiher: Routledge
Total Pages: 256
Release: 2020-04-28
ISBN 10: 1000154572
ISBN 13: 9781000154573
Language: EN, FR, DE, ES & NL

SPIN Selling Book Review:

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

The New Conceptual Selling

The New Conceptual Selling
Author: Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publsiher: Business Plus
Total Pages: 386
Release: 2005-04-20
ISBN 10: 9780446695183
ISBN 13: 0446695181
Language: EN, FR, DE, ES & NL

The New Conceptual Selling Book Review:

The Book That Changed The Way America Does Business In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever before. The New Conceptual Selling Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn: * How to identify your customer's real needs and use listening as a powerful selling tool * How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful * How to earn and maintain your credibility-by creating a pattern of Win-Win sales * How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make.

Conceptual Selling

Conceptual Selling
Author: Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publsiher: Henry Holt & Company
Total Pages: 320
Release: 1987
ISBN 10: 9780805004106
ISBN 13: 0805004106
Language: EN, FR, DE, ES & NL

Conceptual Selling Book Review:

Written by the authors of Strategic Selling, this is the revolutionary system for face-to-face selling that's used by America's best companies.

Advanced Selling Strategies

Advanced Selling Strategies
Author: Brian Tracy
Publsiher: Simon and Schuster
Total Pages: 432
Release: 1996-08-27
ISBN 10: 0684824744
ISBN 13: 9780684824741
Language: EN, FR, DE, ES & NL

Advanced Selling Strategies Book Review:

Offering winning techniques for spectacular sales results, the creator of The Psychology of Selling shows readers how to conquer fears, read customers, plan strategically, focus efforts on key emotional elements, and close every sale. 30,000 first printing.

Sales Growth

Sales Growth
Author: McKinsey & Company Inc.,Thomas Baumgartner,Homayoun Hatami,Maria Valdivieso de Uster
Publsiher: John Wiley & Sons
Total Pages: 320
Release: 2016-05-11
ISBN 10: 1119281083
ISBN 13: 9781119281085
Language: EN, FR, DE, ES & NL

Sales Growth Book Review:

The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

The Challenger Sale

The Challenger Sale
Author: Matthew Dixon,Brent Adamson
Publsiher: Penguin
Total Pages: 240
Release: 2011-11-10
ISBN 10: 1101545895
ISBN 13: 9781101545898
Language: EN, FR, DE, ES & NL

The Challenger Sale Book Review:

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

The Psychology of Selling

The Psychology of Selling
Author: Brian Tracy
Publsiher: Thomas Nelson Inc
Total Pages: 220
Release: 2006-06
ISBN 10: 0785288066
ISBN 13: 9780785288060
Language: EN, FR, DE, ES & NL

The Psychology of Selling Book Review:

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling. Tracy's classic audio program, The Psychology of Selling, is the best-selling sales training program in history and is now available in expanded and updated book format for the first time. Salespeople will learn: "the inner game of selling" how to eliminate the fear of rejection how to build unshakeable self-confidence Salespeople, says Tracy, must learn to control their thoughts, feelings, and actions to make themselves more effective.

Strategy That Works

Strategy That Works
Author: Paul Leinwand,Cesare R. Mainardi
Publsiher: Harvard Business Review Press
Total Pages: 288
Release: 2016-01-12
ISBN 10: 1625275218
ISBN 13: 9781625275219
Language: EN, FR, DE, ES & NL

Strategy That Works Book Review:

How to close the gap between strategy and execution Two-thirds of executives say their organizations don’t have the capabilities to support their strategy. In Strategy That Works, Paul Leinwand and Cesare Mainardi explain why. They identify conventional business practices that unintentionally create a gap between strategy and execution. And they show how some of the best companies in the world consistently leap ahead of their competitors. Based on new research, the authors reveal five practices for connecting strategy and execution used by highly successful enterprises such as IKEA, Natura, Danaher, Haier, and Lego. These companies: • Commit to what they do best instead of chasing multiple opportunities • Build their own unique winning capabilities instead of copying others • Put their culture to work instead of struggling to change it • Invest where it matters instead of going lean across the board • Shape the future instead of reacting to it Packed with tools you can use for building these five practices into your organization and supported by in-depth profiles of companies that are known for making their strategy work, this is your guide for reconnecting strategy to execution.

Sales Differentiation

Sales Differentiation
Author: Lee B. Salz
Publsiher: AMACOM
Total Pages: 208
Release: 2018-09-18
ISBN 10: 0814439918
ISBN 13: 9780814439913
Language: EN, FR, DE, ES & NL

Sales Differentiation Book Review:

"If we don't drop our price, we will lose the deal." That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies. In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople: Recognize that the expression "we are the best" causes differentiation to backfire. Avoid the introspective question that frustrates salespeople and ask the right question to fire them up. Understand what their true differentiators are and how to effectively position them with buyers. Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe." Create strategies to position differentiators so buyers see value in them. The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople: Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities. Shape buyer decision criteria around differentiators. Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition. Leverage the irrefutable, most powerful differentiator...themselves. Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.

Strengths Based Selling

Strengths Based Selling
Author: Tony Rutigliano,Brian Brim
Publsiher: Simon and Schuster
Total Pages: 207
Release: 2011-03
ISBN 10: 1595620486
ISBN 13: 9781595620484
Language: EN, FR, DE, ES & NL

Strengths Based Selling Book Review:

Explains how to identify and maximize sales talent, outlines the basic steps of the selling process, and includes an access code to an online assessment test.

Selling Above and Below the Line

Selling Above and Below the Line
Author: William Miller
Publsiher: AMACOM
Total Pages: 240
Release: 2015-02-11
ISBN 10: 0814434843
ISBN 13: 9780814434840
Language: EN, FR, DE, ES & NL

Selling Above and Below the Line Book Review:

Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved – a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. In Selling Above and Below the Line, you will learn how to: Create energy by including executives early in the sales process. Ask the right questions and pinpoint big-picture financial needs. Keep “below the line” managers from feeling bypassed. Uncover value propositions that target each set of decision-makers. Sales that seem locked in will stall or go dark. Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.

Pivot to the Future

Pivot to the Future
Author: Omar Abbosh,Paul Nunes,Larry Downes
Publsiher: PublicAffairs
Total Pages: 288
Release: 2019-04-23
ISBN 10: 1541742680
ISBN 13: 9781541742680
Language: EN, FR, DE, ES & NL

Pivot to the Future Book Review:

The proven, effective strategy for reinventing your business in the age of ever-present disruption Disruption by digital technologies? That's not a new story. But what is new is the "wise pivot," a replicable strategy for harnessing disruption to survive, grow, and be relevant to the future. It's a strategy for perpetual reinvention across the old, now, and new elements of any business. Rapid recent advances in technology are forcing leaders in every business to rethink long-held beliefs about how to adapt to emerging technologies and new markets. What has become abundantly clear: in the digital age, conventional wisdom about business transformation no longer works, if it ever did. Based on Accenture's own experience of reinventing itself in the face of disruption, the company's real world client work, and a rigorous two-year study of thousands of businesses across 30 industries, Pivot to the Future reveals methodical and bold moves for finding and releasing new sources of trapped value-unlocked by bridging the gap between what is technologically possible and how technologies are being used. The freed value enables companies to simultaneously reinvent their legacy, and current and new businesses. Pivot to the Future is for leaders who seek to turn the existential threats of today and tomorrow into sustainable growth, with the courage to understand that a wise pivot strategy is not a one-time event, but a commitment to a future of perpetual reinvention, where one pivot is followed by the next and the next.

Rethinking the Sales Force Redefining Selling to Create and Capture Customer Value

Rethinking the Sales Force  Redefining Selling to Create and Capture Customer Value
Author: John DeVincentis,Neil Rackham
Publsiher: McGraw Hill Professional
Total Pages: 308
Release: 1999-02-05
ISBN 10: 0071371265
ISBN 13: 9780071371261
Language: EN, FR, DE, ES & NL

Rethinking the Sales Force Redefining Selling to Create and Capture Customer Value Book Review:

In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.

The New Conceptual Selling

The New Conceptual Selling
Author: Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publsiher: Unknown
Total Pages: 226
Release: 2011
ISBN 10: 9780749462918
ISBN 13: 0749462914
Language: EN, FR, DE, ES & NL

The New Conceptual Selling Book Review:

The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors, managers and executives how to identify customers' real needs, tailor every sale to one specific client, and earn and maintain credibility.