Jim Pagiamtzis review:
Thick book with insightful and extremely detailed sales analysis tools
7 out of 10 stars
About book:
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
No comments:
Post a Comment