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HomeBooksStrategic Selling: The Unique Sales System Proven Successful by America's Best Companies |
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 A book for complex sales in the corporate world Jan 10, 2010
Strategic Selling may be a good book... I can't be sure though. What I can say is, I am in small business and it was not relevant to my needs. However, if you are looking for a book dealing with complex sales in the corporate world or for multinational sales accounts then this book may be for you.
 Critical reading for business to business sales Sep 12, 2009
This is my all time favorite book on selling. It describes the complex sales process that many encounter when selling businesses to business products and services. This and the follow-on versions are an important read. Kenneth H Marks, lead author of The Handbook of Financing Growth: Strategies, Capital Structure, and M&A Transactions (Wiley Finance)
# 1 Book on Selling Jan 04, 2007
Perfect is so many ways. The grid is particularly helpful: Economic Buyer (you never or rarely see him/her)--the budget setter; technical buyer (they can only say no); real buyer; coach (can be anyone from Economic buyer, to tech buyer, to real buyer).
Perhaps their best info is they way they got sales people to sell: they worked on the good ones to get better. They found mgt always had excuses for why the good were so good (shouldn't have been) and the bad were so bad (excuses).
Marvelous.
The Sales Solution! Aug 25, 2005
This is the BIBLE for customer focused consultative selling!
If you are a sales professional or manager interested in revving things up and taking your sales team to the next level this is the program to do it! Step by step instructions for detailed account management , opportunity assessment , identification and how to build trust, get the customer to help you understand their needs and then to help you close the deal!
The system is like all Miller- Heiman programs- very detailed and filled with examples. This is perfect for helping salespeople who tend to go to one person at a client and not expand into the account- learn about other people and how they can influence decisions. Underlying message is the more your know- the less you hear "NO!"
I first did this program as a salesperson over 10 years ago- since then I have taught the program 4 times- I personally learn each time I do so. Other programs by Miller-Heiman are all built upon this program and its sister program Customer Focused Selling. Their advanced LAMP ( Large Account Management ) program requires this as a pre-requisite.
Clients of Miller-Heiman include big pharmaceutical companies, top automotive manufacturers and suppliers, I took a class in Chicago with the sales team responsible for selling the big 3 transmissions! Telecon companies use Miller-Heiman. Electronics mega-sellers use the system. Can your business benefit from the system designed to maximize the output of every sales call?
Then buy with confidence! Great book to read before your sales team meeting. --.
2 of 2 found the following review helpful:
Don't Get Lost in the Sales Cycle Nov 08, 1997
It would be great if you could develop some new technique for walking into a large corporation and closing a major sale on the first visit, but it rarely, if ever, happens. Chances are, you're in for drawn-out process with lots of players. Most corporate sales professionals meander through this process hoping to "do what it takes" to close the sale. Miller, Heiman finally offer up a way of keeping score -- of knowing where you stand in the process and what you have to do to keep it moving in the right direction.
By developing a standard nomenclature to discuss buy types and their relevant position in the sales process, Miller, Heiman allow you to keep track for yourself, but discuss it with your sales management. This is likely the most important book about the strategic side of selling.
I can guarantee you this: read this book -- practice the technicques within, and you will never find out you lost a sale after the fact.
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