One of the best books on selling ever published, The New Strategic Selling has changed sales and marketing for ever. Rejecting manipulative tactics and emphasizing "process", 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, and it helped to turn Miller Heiman, the small 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 revised 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 section featuring the most commonly asked questions from the Miller Heiman workshop.

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