The New Strategic Selling

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View books by Robert B. Miller, Stephen E. Heiman, Tad Tuleja.

A solid book - Rated
This book is not an easy read. It is logically arranged and provides excellent insight into certain apsects of strategic selling but it is very long and it is quite dry.

While it does contain very valuable and usable insight, I feel that the underlying process behind the whole concept is beginning to look slightly dated now. This process is 25 years old after all and the world has changed immeasurably during this time. There are other books available that are firstly easier to read and secondly more cutting edge in terms of the methology they suggest.

Expensive Price For Old Information - Rated
Dissapointed, too long

Very usefull but boring - Rated
Although "The New Strategic Selling" proofs to be very usefull, it is boring. The essence of the content is really worth acquiring, but too many words are spent to convey a simple message. I can recommend this book to all managers leading "key account" sales teams, so they can read it and summarise it for their people. Very few salespersons will make it beyond the second chapter and thereby they will miss valuable information that could really make the difference.

A useful book for both small and large sales prospects. - Rated
This book describes how to analyse sales prospects within any given account in order to direct the sales professional when approaching potential customers. The book is primarily directed towards large sales involving many people - hence the concept of the complex sale. However, equally useful lessons can be learnt by the sales professional approaching smaller accounts or sales.

Several workshops within the book help you to build up a picture of current accounts that you may be working on. Although the book does not tell you what to say to an individual it does show you which individual is the most appropriate to be talking to.