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

Robert B Miller , Stephen E Heiman , Tad Tuleja
3.7 out of 5 stars  See all reviews (3 customer reviews)
RRP: 24.99
Price: 22.05 & FREE Delivery in the UK. Details
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Book Description

3 Jun 2011

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.

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Frequently Bought Together

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies + The New Conceptual Selling: The Consultative Communication Process for Solution-led Selling + The New Successful Large Account Management: How to Hold onto Your Most Important Customers and Turn Them into Long Term Assets
Price For All Three: 66.59

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Product details

  • Paperback: 288 pages
  • Publisher: Kogan Page; 3 edition (3 Jun 2011)
  • Language: English
  • ISBN-10: 0749462949
  • ISBN-13: 978-0749462949
  • Product Dimensions: 15.9 x 23.4 cm
  • Average Customer Review: 3.7 out of 5 stars  See all reviews (3 customer reviews)
  • Amazon Bestsellers Rank: 16,612 in Books (See Top 100 in Books)
  • See Complete Table of Contents

More About the Authors

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Product Description

Book Description

The New Strategic Selling confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting the competition and a special section featuring the most commonly asked questions.

About the Author

Robert B Miller brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena.

Stephen E Heiman has worked in sales development for over 30 years. Latterly he was Miller Heiman's President, CEO and chairman.

Tad Tuleja is Miller Heiman's staff writer.

They are also the authors of the other Miller Heiman best sellers, Large Account Management and Conceptual Selling. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success.

Inside This Book (Learn More)
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Front Cover | Copyright | Table of Contents | Excerpt | Index
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Customer Reviews

3.7 out of 5 stars
3.7 out of 5 stars
Most Helpful Customer Reviews
2 of 2 people found the following review helpful
4.0 out of 5 stars The New strategic selling 9 Aug 2012
By Rob
Format:Paperback|Verified Purchase
Great book! A bit too much talking about basics but also some really good insights into strategic sales. I would definitely recommend all sales staff to read it.
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2.0 out of 5 stars Just regular sales talk 22 April 2014
Format:Paperback|Verified Purchase
Not so concrete. Just a lot about selling their own courses. However I didn't read the entire book yet, so let's see.
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5.0 out of 5 stars A must have 13 Nov 2013
By Ovidiu
Format:Kindle Edition|Verified Purchase
Best book for B2B sales!!! A must have if you sell anything!!! It's not helpful if you are a door to door seller, but when doing complex sales where more decision makers are involved, it is really helpful!!!
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.4 out of 5 stars  66 reviews
118 of 122 people found the following review helpful
5.0 out of 5 stars Great for engineers, high-tech sales, professionals... 8 Jan 1999
By Beaugy - Published on Amazon.com
I've been using "Strategic Selling" in my engineering sales practice since the original edition of this book hit the bookshelves. This is a great method for people who don't want to consider themselves "salespeople", but who indeed sell. Engineers, architects, high-tech products sales consultants, and other professionals, will find this to be a low pressure, ethics-based approach to selling. I call it "the engineers approach" to sales because it provides such a methodological approach. For the professional salesperson, it puts into a repeatable process what they have been doing instinctively. But why leave it to chance?
The list of major companies who use the Strategic Selling process to drive their sales is extremely impressive.
70 of 74 people found the following review helpful
4.0 out of 5 stars Sales meets risk mitigated engineering 29 Oct 2004
By Roy Massie - Published on Amazon.com
I am not a full time sales person, I am a software engineer and researcher who gets involved in some pre-sales consulting. I bought this book to become more educated on the Miller Heiman sales approach that is now standard for all of our sales people. I found this book very helpful and feel as though I now have a basic working knowledge of the sales system we use.The Miller Heiman training is rather expensive so I did not attend the actual classes with our regular sales staff.

The approach of this book came naturally to me. This sales strategy is much like engineering decisions in using continual review of risks and generating ideas to mitigate those risks while simultaneously advancing toward the closing of the project (a sales deal). There are many lists and sublists within the method that are pretty well known by now so I won't try to list many of them here. The terminology is important and very memorable - "Coach", "Economic Buyer", "Funnel", "Best Few", etc.

The book is clear about what it is not and I appreciate that too since sales is not my background. It is not a book of sales tactics, that is, how to literally sell someone something face to face in the "sales event" as the book calls it. The book assumes the reader is an experienced sales person and is already perfecting this skill (a fair assumption). It also does not try to teach skills in deal closure/contracting since that subject is already covered by many other books and is another assumed skill.

What the book does talk about at length is approaching each deal as a unique project that has its own risks, dynamics and yet can be managed within a systematic framework for success. "This entire book can be seen as an analytical machine designed to produce one meticulously tested product - your Alternate Positions list." (p171) The Alternate Positions list is essentially a list of ideas of what things you might try next along with the accompanying rationale for each idea. The ideas are very specific so they can be tested for pass/fail, they are not vague notions. Updated "Alternate Positions" are continuously needed because your current position is assumed to be in need of constant improvement until you win the sale, from beginning to end. When applied to an actual case, the strategy means to shake-out undue sales optimism with realism on specific important aspects of getting THIS deal, not just any deal generally, this one deal specifically.

There are plenty of real life sales examples throughout the book that put flesh on the theoretical framework. I relate to the systematic, risk mitigating approach, but I was reminded of my own shortcomings in reading and managing the dynamics of people who can be fluid, dynamic, fickle, irrational, etc. yet very important to winning the account. This is the sales persons' chosen medium (people skills) and it is more tricky and unfair than dealing with things. However, the engineering, project oriented, framework makes sense in both of these worlds and the book does a great job of prompting sales people to think a bit more like engineers. Relentless information gathering (and analysis for adding to actual knowledge) is the bottom line to succesfully navigating through a complex project of any type.

I particularly like the way the book views competition as those who run the race against you trying to get to the sale first, instead of being the ones standing in front of you who must be defeated to surely win the customers business (definitely not a sure approach). Miller Heiman stresses focusing on the prospect from first to last, not the competitor. Competitors and the risks they entail must be managed, but not become the focus. The message is, carry out the Miller Heiman system (run the race) better than they do and you will typically win the business over them.

This is an easy read and really a nice page-turner especially if you're new to sales reading like I am. It's good it's a page turner though because the book is a bit too long and redundant for the ground it covers. It is all useful info but I think at least 15% of the book could be eliminated since it is driving home the same fundamentals over and over again from slightly different perspectives like you were sitting in the classroom. I understand the merits, but my reading time is valuable to me so I subtracted a rating point for failure to streamline the book a bit more. I expect successful complex sales professionals will recognize many of the ideas here, but the information is very well organized and probably a good purchase for anyone connected with sales, especially uninitiated tech types like me.
49 of 52 people found the following review helpful
5.0 out of 5 stars People who follow the examples shown in this book will sell 19 Aug 1999
By Robert W. Benson - Published on Amazon.com
I have many years of industrial sales experience, and I started my own manufacturing business with venture capital financing (Big time selling). This book has the best approach to strategic selling that I have encountered. I read it to get recharged and check my practices. I recommend it to all new sales people.
55 of 61 people found the following review helpful
5.0 out of 5 stars Perfect for salespeople managing complex sales 22 Mar 2000
By A Customer - Published on Amazon.com
If you manage large sales that include multiple decision makers or multiple departments/divisions within a company you MUST buy this book. It has become the bible of large account salespeople throughout the world. The new edition expands on the concepts of the original book & adds a new concept, degree of influence. If you are in sales and haven't already read this book, buy it... now!
There is also a cassette version which is excellent. It makes for good listening but does not substitute for the process of working your way through the text. I bought both. They are an excellent investment.
22 of 22 people found the following review helpful
4.0 out of 5 stars Get what you're looking for- 1 July 2001
By A Customer - Published on Amazon.com
Format:Paperback|Verified Purchase
A great book for the large, multimillion-dollar corporate, government, B2B complex sales executive looking to enhance, hone and build their sales strategies. The New Strategic Selling system focuses on the big fish. Many tactics and ideas may apply to smaller business sales opportunities but the main focus is toward major corporate accounts where the sale must funnel through multiple channels before closing versus smaller business accounts.
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