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.