Stephen E. Heiman Books
Heiman are co-founders of Miller Heiman, a leading sales training and consulting firm.
Known for: The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
Books by Stephen E. Heiman
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
The New Strategic Selling presents a proven system for managing complex sales processes. It introduces the concept of multiple decision-makers within a client organization and teaches how to identify and influence each of them effectively. The book emphasizes building long-term relationships, understanding customer needs, and developing strategies that align with both buyer and seller objectives. It updates the original Strategic Selling model with new insights for modern business environments.
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The Complexity of Modern Selling and the Need for a Strategic Approach
In earlier decades, selling was relatively straightforward. The decision-maker was often the person you met in the room, and closing the deal was primarily about trust and pricing. But as organizations grew larger and decisions became interconnected, salespeople began encountering invisible layers o...
From The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
Understanding Buying Influences and the Power of Roles
The first step in mastering strategic selling is recognizing that there is no single buyer—there are multiple influences. Through extensive research and practice, we identified four distinct types that appear in virtually every complex sale: the Economic Buyer, the User Buyer, the Technical Buyer, a...
From The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
About Stephen E. Heiman
Heiman are co-founders of Miller Heiman, a leading sales training and consulting firm.
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Heiman are co-founders of Miller Heiman, a leading sales training and consulting firm.
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