In 1985 one book 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 decade's most influential concept, Win-Win. The response to Win-Win was immediate, and it helped to turn Miller Heimna, the small company that created Strategic Selling®, into a global leader in sales and development with the most prestigious client list in the industry. The New Strategic Selling is the latest edition of the business classic and 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 from the Miller Heiman workshop. Learn how to: identify the four real decision makers in every corporate labyrinth; prevent sabotage by an international deal-killer; make a senior executive eager to see you; avoid closing business that you'll later regret; manage a territory to provide steady, not "boom and bust", revenue; avoid the single most common error when dealing with the competition. INDICE About the Authors Foreword If it ain't broke: the 'why' behind the new strategic selling PART 1 Strategic selling PART 2 Building on bedrock: laying the foundation of strategic analysis PART 3 Common problems, uncommon solutions PART 4 Strategy and territory: focusing on your win-win customers PART 5 Strategy and territory: managing your selling time PART 6 From analysis to action After 25 years: responding to our clients' most challenging questions Index