The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

Gave this as a gift to several team members, this was the perfect book to get the foundation for selling and customer retention. Highly recommended this for sales and field support

The Miller Heiman Strategic Selling process is timeless. As a young sales rep in the late 90's, I was sent to Miller Heiman training by my company (TMP Worldwide) and benefited from it greatly. I am now training my own company (sales reps, account managers and product teams) on the Strategic Selling process. It gives everyone in our ad agency an understanding of our prospective and current accounts as they relate to a single sales objective. It also gives us a common language to use when discussing these accounts. I am enjoying passing on the wisdom of this system.

Useful and self-contained. To anyone involved in selling, both tangibles and intangibles, this book provides a basic and powerful methodology based on a "non-manipulative selling philosophy" that is easy to understand and rather straight forward to apply. It is specially good for seasoned salespersons that can recognize familiar components of the traditional sales approach and that have the true experience to value "life-long" realtionships with customers. For consultants and sellers of intangibles, it provides a valid road map to identify role-players and decision-makers. For new salespersons, it helps them to think strategically. The authors seem to forget the permanent pressure salespeople have and the way sales objectives are set, so some comments do no fit the real world (like relinquishing an account, or letting a client go away), and fall in a rather romantic view of the profession. Although at first it seems geared toward large corporate and tangible accounts, with a little manipulation and some easing of documentation (desk-time) requirements, the methodology can be used in any selling environment. It is straight-forward and simple to use; reduces uncertainty about the process and provides the user (the salesperson) a sense of control over his/her environment and participants. Since change is a constant, and salespeople are inmersed today in a variety of CRM (Customer Relationship Management) strategies and techniques, this books fits nicely within it since it is the Customer and our Relationship with him/her that is at the center of it. It is a good, solid investment.

I recently purchased this book due to a recommendation from a colleague. I've been in Real Estate Sales for 15 years and always thought of myself as a (very) good salesperson, but got into B to B sales five years ago and wanted to prepare myself to take my business to the next level. Well, I've been really busy and only to chapter 5 but I can assure you this is the book you hoped to find. My mind has been opened to the dynamics behind corporate sales and decision making. Not that I (or you) don't know it already in concept, but the methodology in this book provides a framework from which you can create predictable, repeatable results. I wish I could download it into my head "Matrix" style, looking forward to finishing this book!

This book has solid advise. The premise boils down to this: There are multiple individuals who influence the decision on whether or not to buy from you. First find out out who they are. Then find out how they would personally benefit from your product or service. Get a coach/sponsor to help you out. The book heavy on words and light on content, but the content it does have is important. The chapter on competition irked me. Their thesis implies that if you focus on their process, competition is irrelevant. That may be the case if you are the one to bring up your product/service to them in the first place. It is not the case if, for example, you are responding to an RFP. I wouldn't mind if they admitted that selling in highly competitive situations is outside of the scope of the book. Instead they insist that their method will work in all situations (implying that you should have been there before an RFP went out to help them design it). That may be true in fantacy land; but in the real world you will only find out about many potential deals after a customer has decided they are going to buy the product/service you offer. They just haven't decided their future vendor. Effective processes and strategies exist to help you win in these situations, and this book does not provide them.

One of the most important books ever written on the subject of B2B complex sales. Back in the late 90's we used this book as the foundation for a Strategic Selling System at a $500 million dollar chemical company, and it was a game-changer. One of the biggest problems in B2B sales is either (a) selling to the wrong type of customer or (b) selling to the wrong people within the account. This book tackles these issues head on. Chapters 5 - 10: The best description ever written about how to successfully navigate the complex sale. Specifically, how to identify the four key buying influences, understand their receptivity to change, and create win-win deals. Chapters 14-15: How to avoid wasting time with low-quality prospects and focus on ideal, best-fit customers. Chapters 17-18: How to use the sales funnel to prioritize work, move deals forward at a steady, predictable rate, and avoid the roller coaster effect. Bottom line is, if you sell products, services or software to other businesses --- or manage and support others who do --- this is required reading. If you're involved in account-based marketing, it's double-required.

Clear. concise, and very practical, this is a great book for sales professionals at all stages in their careers. The book presents strategic selling logically and explains basic tools and tactics to implement strategic selling in your organization or your person sales approach. It would be useful as assigned reading as part of a training program and as a desk reference for people in the process of selling and trying to understand specific challenges or obstacles. V

Though I can't disagree with the principles in the book, as a professional Sales Person for nearly 30 years now, it's unlikely that you'll turn over every rock in an organization to unearth the information required by MH. I understand that's the goal, however I can see where trying to find every last detail that would fill out a blue sheet could actually slow your advancement in an account...especially if it's a new, prospective account. Many of the principles are undeniable, however these are ones you learn regardless in your career just by virtue of being in sales, specifically complex sales. I think it's a solid read for anyone in sales, at any level. However, I think it's best for someone new to sales.

The whole book is written to convince the reader to buy their course. I wish I could return and get my money back.

Gutes Buch, hilfreiche Tipps und Erklärungen

Le livre a une approche progressive qui conscientise le lecteur sur les points importants pour réussir sa vente. Il n'y a pas trop de messages, mais un travail de construction. A recommander

Gran concepto, recomiendo los cursos de MIller Heiman

In 1994 I did the Strategic Selling training, by HP. It was the best sales training I've ever done! It teaches us how to manage clients and complex negotiations. Now, 25 years later, I am revisiting the updated concepts in this third edition of 2011. "Whatever got you where you are today is no longer sufficient to keep you there."