The New Strategic Selling – Robert Miller and Stephen Heiman

The New Strategic Selling by Robert Miller and Stephen Heiman is an outstanding treatment of executing complex sales in a business to business environment.  This book provides detailed strategy and tactics to properly navigate diverse buyer types, response modes, and competing interests in all organizations.  The most efficient and effective …

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Time Management – Prioritizing Daily Sales Activities

 Put Yourself in a Position to Win! The chart above is a simple, yet effective, tool designed to enhance time management and prioritize daily activities of sales professionals.  While this tool is most effective in transactional environments, it can also be modified to fit most complex business to business revenue-cycles …

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