The New Strategic Selling
The Unique Sales System Proven Successful by the World's Best Companies
Robert B. Miller|Stephen E. Heiman|Tad Tuleja
The book provides a comprehensive sales strategy that emphasizes understanding and addressing the complex decision-making process within client organizations. It introduces key concepts such as identifying economic buyers, user buyers, and technical buyers, and outlines techniques for creating value and aligning sales tactics with the customer's buying process.
See full summary
