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Summary: Perfect for salespeople managing complex sales
Review: 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.
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Summary: Miller- Heiman still has the best sales methodology
Review: Just like a puzzle book by the great puzzle writer Terry Stickels, the folks at Miller Heiman fit the pieces of the sales organization puzzle together better than anybody. If you sell for a living and haven't read this book, you are already losing to your competition.
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Summary: Opportunity Management Process
Review: Many times a sales person can get confused identifying the players, the probability of change, the timing, the competition, the politics of a sales opportunity. Following the Strategic Selling process lays out an effective plan that leverages the key benefits of the sellers/buyers solution, and minimizes price as the principle buying criteria. Strategic Selling provides a process for what successful sale people do consistently-Plan. This book lays out a process that is also a two day class used by many global corporation's sales forces. The book is not a replacement for the class, but if you are selling B2B the process is well documented, and will put you on the right track. I have been teaching and using this process for 13 years and I have not found a better sales opportunity planning process. I think you can learn more from this book than from 100 sales calls.
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Summary: Highly Recommended!
Review: Stephen E. Heiman and Diane Sanchez present a fully revised and updated version of a previously successful book Strategic Selling. They emphasize the need to know more than the basics of “tactical selling,” so you can make “Complex Sales,” which require the approval of two or more buyers. They provide a how-to blue print, drawing on material from their training program. The book shows step-by-step how to apply strategic selling to a current sales account. This excellent, well-organized, tightly written book includes examples and charts to guide the analysis process. We at ... recommend this book to sales managers and salespeople who are handling complex sales to corporations, governmental entities, or non-profit organizations.
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Summary: Complex Selling Both a Strategic and Tactical Endeavor
Review: Stephen E. Heiman, Diane Sanchez, and Tad Tuleja provide a practical, dynamic framework to approach complex selling from both a strategic and tactical point of view. Like a general, a salesperson must first master the art of planning his/her forces before being able to approach a customer/prospect effectively. Heiman, Sanchez, and Tuleja rightly recommend that their audience think about one complex selling situation that they have dealt with and analyse it using the six key elements to consider in a complex selling. The six elements are the following: buying influences, red flags/areas of strengths, response modes, wins/results, ideal customer profile, and sales funnel. Although the audience can first consider that exercise a chore, they will derive a lot of value from it by internalizing the author's framework. Heiman, Sanchez, and Tuleja correctly remind their audience that the salesperson needs to have a broad understanding of his/her competition. Competition includes not only direct competitive offerings and substitutes, but also customer/prospect's options such as doing nothing, in sourcing, or resource reallocation for other purposes. Furthermore, Heiman, Sanchez, and Tuleja recommend that their audience adopt a "side" strategy and not a "face" strategy by focusing first on customer/prospect's needs and not primarily on a narrowly defined competition. With a little bit of practice, the framework described above becomes second nature and allows the audience to eventually use it in a multitude of settings. For example, applying for a job is often similar to complex selling. The job seeker needs to make a mutually beneficial value proposition not only to the hiring manager(s), but also to the assistant (s), the receptionist and any other relevant persons who can make a difference in hiring him/her or not. Similarly, a fundraiser could use the above-mentioned framework to raise funds on behalf of his/her non-profit organization.
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Summary: TERRIFIC BOOK - SOUND ADVICE
Review: Teaching effective sales techniques is part of what I instruct in my business management/entrepreneurship courses. If I had to rely on one book alone to recommend to those who want to learn more about selling techinques and hone up on their skills, this book would be one of the very first I would recommend. Part of successful selling stems from a natural talent. Some individuals could sell snow shoes to desert dwellers; they are, indeed, born with such a special gift. For others, the task is not always an easy one. This book is full of top-notch advice about knowing your customer, and planning/implementing a strong and effective sales strategy - one that is bound to put you on the winning track. If you are in sales, you will not want to miss this great book.
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Summary: Helpful prospecting book
Review: This book is great and has helped me tremendously in being more confident in prospecting new business for my line of work. It gives excellent advise on deal making - everything from the initial sales call to closing the deal. It hits on points critical to strategic planning and developing a strong sales action plan. An A+++ book!!
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Summary: Helpful prospecting book
Review: This book is great and has helped me tremendously in being more confident in prospecting new business for my line of work. It gives excellent advise on deal making - everything from the initial sales call to closing the deal. It hits on points critical to strategic planning and developing a strong sales action plan. An A+++ book!!
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Summary: A solid book
Review: 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.
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Summary: Guide For Selling
Review: This book teaches me how to be a successful sales person. From prospecting the customers to closing the sales, this book gives me a clear guideline to follow. Relationship marketing is one of the concepts that author highly emphasizes because of repeat purchase of the customers. Moreover, having a good evaluation system is the key to succeed. To be a successful sales person, you should understand your own strengths and weaknesses so that you can turn your weaknesses to your strengths.
This book also contains a step-by-step workshop of strategic selling. It is a valuable teaching model for all of us.
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