The Unique Sales System Proven Successful by the World's Best Companies

If knowledge is power, then the knowledge in this book will make you soar. Amazing how liberating and purifying insight can be! This book, in my opinion, found a perfect balance between theoretical framework and hands-on, immediately applicable knowledge. They say that knowledge is a dispeller of darkness, and that is exactly what I experienced. Although for the last five years, I am more or less successful in the sales arena, I, for the most part, never really understood the underlying sales process and the importance of a strategy, but was lost in the little techniques and good people skills. Uncertainty, and thereby fear and luck, were ruling almost all my sales efforts. What this book provided me with is a straight-forward, structured and repeatable sales system that takes out most of the uncertainty and replaces it with knowledge about oneself and the customer, and shows a practical path to creating value-based, long-lasting and satisfying customer relationships.

I found this book superb in that sales is complex with many moving parts to the buying puzzle! This book gives you the tools to create successful formulas that if you put the structure in place you will have a pot of gold on the other side of the sales rainbow!

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.

Amazing book for instilling a strategic perspective into every transaction. If you're looking for resources like this, here's a comprehensive resource page for every aspiring sales & communication master --hope this helps, http://inspirebeats.com/blog/101-resources-for-startup-sales/

This book, together with "The New Conceptual Selling" should be mandatory for any sales person. It introduces among other things, the concept of the Sales Funnel and of Win Results. If you are interested in repeat business and customer referrals you will not want to miss this book. Highly recommended!

Strategic Selling was originally written about 20 years ago. This new edition adheres to the authors' axiom of changing to be successful in a competitive world. The techniques and processes of thinking strategically about a particular sales cycle will sharpen the focus of both veteran and novice sales teams or individual sales people. There is also a Miller-Heiman training course that is a great follow-up to reading this book. I have used this successfully with Kodak sales teams, as well as Value Added Resellers who wanted to strengthen their ability to manage complex solution sales. The concepts taught in this book are proven to enhance the ability to manage a sales funnel of prospects as well as large, complex sales.

A clear, concise guide that is as informative as it is practical. The book is centred on a thesis of sales made in partnership with the client through collaborative and symbiotic relations.
One of the best sales books I have read, no hype just basic strategy and tactics. Unlike other texts, there are no formulas or step-by-step solutions for all situations, however the questions posed are sufficiently provocative to help any sales person define the problem and select tactics for its solution.
An entertaining read that should be obligatory reading for all sales professionals.

I have many years of industrial sales experience, and I started my own manufacturing business with venture capital financing (Big time selling). This book has the best approach to strategic selling that I have encountered. I read it to get recharged and check my practices. I recommend it to all new sales people.

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.

Throw out manipulation and focus on an ethical and credible process. This book and the philosophy it introduces has served me and my engineered sales organization well for many years. Hopefully, it has served our customers and manufacturing partners just as well (whether they realize it or not).

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!!

I am a Regional Sales Manager for a medical device company, and this book is extremely helpful for anyone who is selling into a complex environment. It gives very useful tips on how to identify exactly where you stand with an account, who's who in an account, and how to cover all of your bases so you don't get torpedo'd by someone who you never even knew was involved in the sale in the first place. I bought copies for all of our outside field reps as well.

The classic. If your sale is the complex sale (multiple decision makers, large dollars, lenghty sales process), then this book is your sales bible. It is required reading for all sales professionals in our company. 'nuff said.