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One of the best-selling books on selling ever published, Strategic Selling® presented the idea of selling as a joint venture and introduced the influential concept of ‘win-win’. The response to ‘win-win’ was immediate, forever changing sales and marketing with its rejection of manipulative tactics. It helped to turn Miller Heiman, the company that created Strategic Selling®, into a global leader in sales and development, with the most prestigious client list in the industry. A genuine business classic, this latest, third edition of The New Strategic Selling confronts the rapidly evolving world of business-to-business sales with real-world examples, strategies for confronting the competition and a special new section featuring the most commonly asked challenging questions from the Miller Heiman workshop. It remains essential reading for sales directors, managers and executives in any type of company.
Author Biography
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.
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