The New Strategic Selling The unique sales system proven successful by the world's best companies 3rd edition Robert B Miller & Stephen E Heiman with Tad Tuleja "Brings a whole new dimension to professionalizing sales and selling" Geoff Vinall, Head of Sales, Serco Group plc REAR COVER: "Efficient, professional… the finest high-level training programme I have ever seen… a mini-MBA in how to sell national accounts." Henry J Cockerill, former Senior Vice President, USA Fountain Sales, Coca-Cola Company "Even more timely and effective today than when we first adopted it in 1986." Gary Hardy, Global Leader of Sales Education and Development, The Dow Chemical Company 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, WinWin. The response to WinWin was immediate, and it helped to turn Miller Heiman, the small company that created Strategic Selling®, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling is the latest edition of the business classic and confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop. Learn how to: identify the four real decision makers in every corporate labyrinth; prevent sabotage by an internal deal-killer; make a senior executive eager to see you; avoid deciding to close business and regretting it later; manage a territory to provide steady, not "boom and bust" revenue; avoid the single most common error when dealing with the competition.