New Strategic Selling

Robert B Miller is co-founder of Miller-Williams Inc., which has developed patented research methods that provide accurate measurements of how customers think and behave. Their clients include blue-chip companies such as ARAMARK, Coors, General Motors, Rockwell Automation, Sabre and Sikorsky Aircraft. Miller is one of the original co-founders of Miller-Heiman.Stephen E Heiman is the former President, CEO and Chairman of Miller Heiman, and has worked in sales development for over 30 years, including as an IBM national account salesman, where he increased sales by over 35 per cent. Tad Tuleja is staff writer at Miller Heiman Inc, and has co-written five MHI books (published by Kogan Page) as well as many other books, including Beyond the Bottom Line, a study of business ethics. He also directed the School of Management writing programme at the University of Massachusetts at Amherst.

• Chapter - 00: If it ain’t broke: the ‘why’ behind the new Strategic Selling;Section - ONE: Strategic Selling;Chapter - 01: Successful selling in a world of constant change;Chapter - 02: Strategy and tactics defined;Chapter - 03: Your starting point: position;Chapter - 04: A glance at the strategy blueprint: the six key elements of Strategic Selling;Section - TWO: Building on bedrock: laying the foundation of strategic analysis;Chapter - 05: Key element 1: buying influences;Chapter - 06: Key element 2: red flags/leverage from strength;Chapter - 07: Buyer level of receptivity;Chapter - 08: Key element 3: the four response modes;Chapter - 09: The importance of winning;Chapter - 10: Key element 4: win-results;Section - THREE: Common problems, uncommon solutions;Chapter - 11: Getting to the economic buying influence: strategies and tactics;Chapter - 12: The coach: developing your prime information resource;Chapter - 13: What about the competition?;Section - FOUR: Strategy and territory: focusing on your Win-Win customers;Chapter - 14: Key element 5: ideal customer;Chapter - 15: Your ideal customer profile: demographics and psychographics;Section - FIVE: Strategy and territory: managing your selling time;Chapter - 16: Of time, territory and money;Chapter - 17: Key element 6: the sales funnel;Chapter - 18: Priorities and allocation: working the funnel;Section - SIX: From analysis to action;Chapter - 19: Your action plan;Chapter - 20: Strategy when you have no time;Chapter - 21: Strategic Selling: a lifetime approach